1 00:00:29,680 --> 00:00:32,000 [theme music playing] 2 00:00:41,200 --> 00:00:43,000 [theme music playing] 3 00:00:50,000 --> 00:00:53,000 [theme music playing] 4 00:01:15,120 --> 00:01:16,960 - Hello, Sharks! - What's up! 5 00:01:17,040 --> 00:01:19,160 Food is our first love, isn't it? 6 00:01:19,600 --> 00:01:21,040 We distribute laddus when we're happy, 7 00:01:21,040 --> 00:01:23,600 but we stuff ourselves with pizza and burgers when we're upset. 8 00:01:23,960 --> 00:01:26,640 However, they are high in carbs and added sugars. 9 00:01:26,760 --> 00:01:30,080 This makes us gain weight and increases sugar levels. 10 00:01:30,320 --> 00:01:34,040 Then comes a lot of problems and free advice. 11 00:01:34,200 --> 00:01:35,960 Don't consume sugar, go on keto, 12 00:01:36,120 --> 00:01:38,120 and even if you do, you drown in guilt. 13 00:01:38,400 --> 00:01:40,360 Dietary restrictions are effective, 14 00:01:40,480 --> 00:01:42,560 but are they sustainable in the long term? 15 00:01:43,160 --> 00:01:45,600 I wish there was something that could slightly reduce 16 00:01:45,680 --> 00:01:49,360 my calories, carbs, and sugars after I eat. 17 00:01:49,600 --> 00:01:53,320 Something like a calorie cutter or sugar cutter. 18 00:01:54,080 --> 00:01:55,720 Wow! Sounds like magic. 19 00:01:56,440 --> 00:01:58,760 But it's actually not magic, it's science. 20 00:01:58,840 --> 00:02:00,760 And that is what we do at Moderate. 21 00:02:10,800 --> 00:02:13,520 Moderate is a health and wellness brand 22 00:02:13,640 --> 00:02:16,640 which addresses chronic lifestyle issues like diabetes 23 00:02:24,040 --> 00:02:26,440 If you consume this calorie crusher, 24 00:02:26,600 --> 00:02:30,320 it removes up to 40% of carbohydrates 25 00:02:30,440 --> 00:02:32,560 and associated calories. 26 00:02:50,560 --> 00:02:52,480 In nine months, 27 00:02:52,600 --> 00:02:56,520 we have fulfilled more than 47,000 orders. 28 00:02:56,600 --> 00:02:58,160 In Moderate, our vision 29 00:02:58,240 --> 00:03:00,360 is to provide a product to our customers 30 00:03:00,440 --> 00:03:02,320 that helps them maintain their health 31 00:03:02,440 --> 00:03:04,400 while ensuring their lifestyle is not significantly compromised. 32 00:03:04,400 --> 00:03:07,520 And after all, crushing a few calories never hurt anyone. 33 00:03:07,760 --> 00:03:11,880 For this, our ask is Rs. 50 lakhs for 1.25% of our company. 34 00:03:17,480 --> 00:03:19,320 Best of luck with Anupam. 35 00:03:19,560 --> 00:03:20,720 [laughing] 36 00:03:20,840 --> 00:03:23,640 - Now, we will just... Watch! - We'll wait and watch. 37 00:03:23,720 --> 00:03:26,400 So, how did you guys meet? 38 00:03:26,520 --> 00:03:28,680 It's a very unlikely combination. 39 00:03:28,760 --> 00:03:30,280 Dr. Lalitha and I are siblings. 40 00:03:30,360 --> 00:03:31,760 - Okay! - She is my older sister. 41 00:03:31,920 --> 00:03:34,680 - All right! Okay! - And Kartikeya is our co-founder. 42 00:03:34,760 --> 00:03:37,840 I know Kartikeya as a brother-in-law for about 9 years. 43 00:03:38,120 --> 00:03:41,000 Little more detail. How did you get this idea? 44 00:03:44,120 --> 00:03:47,360 I've been in the medical profession for almost 30 years. 45 00:03:47,480 --> 00:03:50,360 I've done my MBBS from JIPMER, Puducherry. 46 00:03:50,440 --> 00:03:52,520 Did you say 30 years? 47 00:03:52,600 --> 00:03:55,160 - Yeah! 1995 batch. - Does it have age reversal? 48 00:03:55,240 --> 00:03:56,240 [laughing] 49 00:03:56,320 --> 00:03:57,600 Thank you. 50 00:03:57,800 --> 00:04:00,520 - I studied MD Radiology at Osmania Medical College. - Wow! 51 00:04:06,760 --> 00:04:09,600 I was also the professor and Head of Department of Radiology 52 00:04:09,680 --> 00:04:11,360 at one of the private medical colleges. 53 00:04:11,440 --> 00:04:13,280 I have also served as the Vice President 54 00:04:13,440 --> 00:04:14,840 for the Yashoda Group of Hospitals, 55 00:04:15,080 --> 00:04:16,920 which is a corporate hospital chain. 56 00:04:17,000 --> 00:04:18,240 That's it? 57 00:04:19,240 --> 00:04:21,080 I have a certification in diabetes. 58 00:04:21,160 --> 00:04:24,360 - I have a certification in... - Enough! We're sold. 59 00:04:27,040 --> 00:04:31,120 I studied Electrical and Computer Engineering at Purdue University. 60 00:04:37,400 --> 00:04:39,640 - PartyGaming was the name of the company. - Okay. 61 00:04:50,040 --> 00:04:53,840 I grew it organically and in 2017 62 00:04:53,920 --> 00:04:55,560 I exited that business. 63 00:04:55,640 --> 00:04:59,240 And a UK-listed gaming company. 64 00:04:59,520 --> 00:05:03,880 Along the way, in 2012, I started a company in India. 65 00:05:03,960 --> 00:05:07,080 In August 2021, I sold it to an Indian-listed gaming company. 66 00:05:07,160 --> 00:05:08,720 - Amazing! - Wow! 67 00:05:08,840 --> 00:05:10,520 Serial entrepreneur. 68 00:05:11,360 --> 00:05:12,760 Did you make a profit in these businesses? 69 00:05:12,760 --> 00:05:15,120 - Yes, I did make some money. - Good! 70 00:05:15,200 --> 00:05:19,080 - How much? - The company that I sold in the UK in 2017, 71 00:05:19,160 --> 00:05:21,400 that exit was around 50 million US dollars. 72 00:05:21,480 --> 00:05:22,600 - Wow! - Wow! 73 00:05:23,360 --> 00:05:25,160 And what was your holding? 74 00:05:25,240 --> 00:05:26,240 100%. 75 00:05:26,280 --> 00:05:27,360 Why are you here? 76 00:05:27,440 --> 00:05:29,200 Come here. 77 00:05:30,080 --> 00:05:31,920 - Take our seat. - Come here! 78 00:05:32,080 --> 00:05:33,840 How much did you sell the second company for? 79 00:05:39,360 --> 00:05:40,560 I am learning from them. 80 00:05:40,640 --> 00:05:41,840 Don't feel any pressure. 81 00:05:41,920 --> 00:05:43,480 - Don't feel any pressure. - We are under pressure. 82 00:05:43,480 --> 00:05:44,720 Oh my God! 83 00:05:44,840 --> 00:05:46,400 He is from IIT Chennai. 84 00:05:46,520 --> 00:05:48,120 You are my senior. 85 00:05:48,240 --> 00:05:49,920 Wow! Okay! 86 00:05:50,160 --> 00:05:52,160 I studied Chemical Engineering at IIT Madras. 87 00:05:58,240 --> 00:06:01,480 I got an opportunity to handle their FMCG process. 88 00:06:01,560 --> 00:06:04,960 I was leading their deodorant brand, Engage. 89 00:06:05,040 --> 00:06:08,200 - After that, I took a shift in Brand Management. - Wow! 90 00:06:08,280 --> 00:06:12,160 I launched Savlon and two new brands for ITC 91 00:06:12,240 --> 00:06:14,200 in the home care space. 92 00:06:14,280 --> 00:06:16,880 - You handle the marketing. - Yes, I do. 93 00:06:16,960 --> 00:06:18,200 When did you start this business? 94 00:06:18,240 --> 00:06:21,240 We started this year in January 2024. 95 00:06:22,400 --> 00:06:23,720 What is this? 96 00:06:23,960 --> 00:06:27,600 - I will explain it through an animation video. - Sure. 97 00:06:30,520 --> 00:06:31,520 Glory to Lord Rama. 98 00:06:38,560 --> 00:06:39,680 Thank you! 99 00:06:41,840 --> 00:06:43,680 The packaging is lovely. 100 00:06:44,080 --> 00:06:46,280 I am scared, but I still want to consume it. 101 00:06:46,440 --> 00:06:48,640 There is nothing to fear, we assure you. 102 00:06:50,680 --> 00:06:52,760 - The packaging is cool. - It's very cool. 103 00:06:52,840 --> 00:06:56,000 I've never seen green and pink in any brand. 104 00:06:56,560 --> 00:06:57,560 Thank you. 105 00:06:57,880 --> 00:06:59,360 You've mentioned 106 00:07:12,320 --> 00:07:15,480 And you will lose weight. Is that right? 107 00:07:15,720 --> 00:07:16,760 No! 108 00:07:16,880 --> 00:07:18,680 - Can we play the video? - Yeah! 109 00:07:19,280 --> 00:07:21,360 We eat different types of food. 110 00:07:21,480 --> 00:07:23,680 It could be rice, 'poha' 111 00:07:23,760 --> 00:07:25,320 or sugar-laden beverages 112 00:07:25,440 --> 00:07:27,120 or junk food like pizzas. 113 00:07:27,320 --> 00:07:30,280 The food enters our stomach, churns, 114 00:07:30,360 --> 00:07:32,960 and is sent to our intestine for digestion. 115 00:07:33,040 --> 00:07:35,520 What is expelled by the stomach is called chyme. 116 00:07:35,640 --> 00:07:38,960 Enzymes act on the carbohydrates and sugars in the chyme, 117 00:07:39,040 --> 00:07:41,600 breaking them down into glucose molecules. 118 00:07:41,720 --> 00:07:44,760 The glucose molecules enter the blood, 119 00:07:47,480 --> 00:07:49,400 If the blood sugar spike is normal after a meal... 120 00:07:49,400 --> 00:07:52,440 There is a problem if it's abnormally high. 121 00:07:52,640 --> 00:07:55,120 The extra glucose that's left 122 00:07:55,200 --> 00:07:58,280 deposits as fat in the body. 123 00:07:58,480 --> 00:08:01,040 But if you have Moderate with your meal, 124 00:08:01,120 --> 00:08:04,280 it blocks up to 40% 125 00:08:04,360 --> 00:08:06,800 of the alpha-glucosidase enzymes. 126 00:08:06,920 --> 00:08:10,760 Only 60% of the carbohydrates and sugars are digested. 127 00:08:10,840 --> 00:08:13,280 Only 60% of glucose is produced. 128 00:08:21,000 --> 00:08:23,600 And there are fewer glucose molecules 129 00:08:23,680 --> 00:08:25,600 to transform fat. 130 00:08:25,680 --> 00:08:29,120 So, the amount of fat that will be formed will be less. 131 00:08:29,240 --> 00:08:31,280 So, the undigested 132 00:08:31,400 --> 00:08:35,480 40% sugars and carbs flush out of the body. 133 00:08:36,280 --> 00:08:39,480 Sharks, this was the predominant mechanism of action 134 00:08:39,560 --> 00:08:42,080 of our flagship product, Calorie Crusher. 135 00:08:42,560 --> 00:08:44,360 - Okay! - Wow! 136 00:08:44,960 --> 00:08:47,360 It's a bit complex. I'll tell you why. 137 00:08:47,880 --> 00:08:50,960 Everyone in the world is talking about 138 00:08:51,040 --> 00:08:53,680 extracting more nutrients from the food we eat. 139 00:08:54,240 --> 00:08:56,560 You are claiming that by consuming your pill, 140 00:08:56,680 --> 00:08:59,520 40% of the food remains undigested. 141 00:08:59,920 --> 00:09:01,560 - Just one correction here. - Sure. 142 00:09:01,640 --> 00:09:05,000 40% of the carbs. We only act on carbs. 143 00:09:11,760 --> 00:09:13,200 ...is extremely specific 144 00:09:13,280 --> 00:09:17,120 only to break down the polysaccharides and disaccharides. 145 00:09:26,120 --> 00:09:28,280 - I think the whole standard is random double-blind. - Yes. 146 00:09:28,280 --> 00:09:31,000 Randomized, double-blind, placebo control, 147 00:09:31,120 --> 00:09:33,240 - crossover study is the gold standard. - That's right. 148 00:09:33,240 --> 00:09:35,200 And that is the study that we've done. 149 00:09:40,000 --> 00:09:41,400 So the ingredients are... 150 00:09:50,600 --> 00:09:53,120 So, we call that formula glubloc. 151 00:10:04,480 --> 00:10:06,560 ...and trials took us around 152 00:10:06,640 --> 00:10:08,120 8 months to one year. 153 00:10:08,200 --> 00:10:11,560 All permutations and combinations of these ingredients that work. 154 00:10:11,680 --> 00:10:14,240 These two products came out first 155 00:10:14,360 --> 00:10:16,400 in efficacy and safety. 156 00:10:16,520 --> 00:10:18,040 That's why we chose these two products. 157 00:10:22,720 --> 00:10:26,640 These two ingredients have been used for many years. 158 00:10:26,960 --> 00:10:29,840 Mulberry has been in Chinese medicine for many years. 159 00:10:29,960 --> 00:10:32,840 And people consume green apple peel extract. 160 00:10:32,920 --> 00:10:35,480 Around 20% of people 161 00:10:35,600 --> 00:10:37,520 might face bloating or flatulence. 162 00:10:37,600 --> 00:10:40,600 - That is normal! - That's why you sell Happy Gut with it. 163 00:10:40,720 --> 00:10:43,200 Once they face flatulence, this will help. 164 00:10:43,280 --> 00:10:45,920 No! It settles down in a few days. 165 00:10:46,000 --> 00:10:48,440 Only 20% of people experience this. 166 00:10:48,520 --> 00:10:51,920 We feel discomfort when we eat something different. 167 00:10:52,040 --> 00:10:54,440 Happy Gut is a pre and probiotic blend which we launched. 168 00:10:59,960 --> 00:11:01,880 ...carbs or sugary food 169 00:11:01,960 --> 00:11:04,520 if you consume salad or fibre... 170 00:11:08,920 --> 00:11:11,160 Maybe 5%-10%. 171 00:11:11,240 --> 00:11:14,040 Is there a benchmark to measure a 40% reduction 172 00:11:14,120 --> 00:11:15,240 in the spike of blood sugar 173 00:11:15,320 --> 00:11:19,560 after consuming a specific amount of sugary and carbohydrate-rich food? 174 00:11:35,040 --> 00:11:36,840 Because soft cola had direct sugar. 175 00:11:37,600 --> 00:11:40,360 Did you do multiple studies only from AIIMS? 176 00:11:40,440 --> 00:11:43,600 No! AIIMS, Medicover Hospitals... 177 00:11:50,920 --> 00:11:53,320 Currently, it's in the protocol stage 178 00:11:53,360 --> 00:11:54,680 at the Asian Institute of Gastroenterology. 179 00:11:54,720 --> 00:11:56,720 How much did you pay them for this test? 180 00:11:56,760 --> 00:12:00,360 We spent around Rs. 50-60 lakhs on these clinical trials. 181 00:12:00,440 --> 00:12:02,760 The clinical trial 182 00:12:02,920 --> 00:12:05,560 does not just certify the ingredients. 183 00:12:05,640 --> 00:12:08,240 It also certifies its use case and effect. 184 00:12:08,320 --> 00:12:10,760 It has been established through the graph. 185 00:12:10,840 --> 00:12:11,920 Okay, thank you. 186 00:12:12,000 --> 00:12:13,240 What is the recommended dosage? 187 00:12:19,080 --> 00:12:21,120 It depends on a person's lifestyle. 188 00:12:21,240 --> 00:12:23,480 I have rice every day for lunch and dinner. 189 00:12:23,600 --> 00:12:25,160 So, I consume it twice every day. 190 00:12:25,680 --> 00:12:28,000 If someone is a fitness-conscious person 191 00:12:28,080 --> 00:12:30,000 or eats a lot of protein and fewer carbs, 192 00:12:30,080 --> 00:12:31,320 they don't have to consume it. 193 00:12:31,560 --> 00:12:35,240 - They can take it on their cheat meal days. - Cheat meal. 194 00:12:35,360 --> 00:12:38,480 - Have you heard of apple cider vinegar? - Yes. 195 00:12:38,560 --> 00:12:40,400 Apple cider vinegar 196 00:12:40,600 --> 00:12:43,280 - reduces your sugar spike. - Correct. 197 00:12:43,360 --> 00:12:45,560 I've tried it on myself. 198 00:12:45,680 --> 00:12:46,720 Yes! 199 00:12:46,800 --> 00:12:48,120 From what I understand, 200 00:12:48,280 --> 00:12:52,520 for whatever reason, it makes your insulin sensitivity high. 201 00:12:52,640 --> 00:12:54,920 So, your sugar slowly absorbs in the body 202 00:12:55,040 --> 00:12:56,400 - as opposed to spiking. - Correct. 203 00:12:56,400 --> 00:12:57,920 - That is the healthier way. - Correct. 204 00:12:57,960 --> 00:13:01,680 You are saying that I won't digest sugar. 205 00:13:03,120 --> 00:13:05,360 Isn't there an alternative already 206 00:13:05,520 --> 00:13:07,320 that is working on a better mechanism? 207 00:13:07,360 --> 00:13:09,360 There is no alternative to Calorie Crusher 208 00:13:09,440 --> 00:13:12,040 because ACV is working on your blood sugar... 209 00:13:15,360 --> 00:13:18,200 How do you measure calories in a test? 210 00:13:18,320 --> 00:13:20,000 You checked the sugar spike. 211 00:13:21,120 --> 00:13:24,720 The percent of sugar and carbohydrates that weren't absorbed 212 00:13:24,880 --> 00:13:27,120 - is back-calculated. - How do you calculate what wasn't absorbed? 213 00:13:27,120 --> 00:13:29,880 Do you assess what has been excreted? 214 00:13:30,440 --> 00:13:33,520 We calculated based on the sugar spike. 215 00:13:33,640 --> 00:13:37,200 - So, you are measuring sugar spikes in both cases. - Correct. 216 00:13:37,280 --> 00:13:39,240 Dr. Lalitha, with all due respect, 217 00:13:39,320 --> 00:13:41,920 - when I mentioned apple cider vinegar... - Yes. 218 00:13:42,040 --> 00:13:44,640 - You said that it doesn't reduce calories. - Correct. 219 00:13:44,720 --> 00:13:46,240 But you are reducing calories 220 00:13:46,320 --> 00:13:48,160 - in the same way. - Apple cider vinegar 221 00:13:48,520 --> 00:13:49,920 doesn't stop digestion. 222 00:13:50,000 --> 00:13:52,720 Ma'am, I understood that. 223 00:13:53,640 --> 00:13:55,240 Try to understand what I am saying. 224 00:13:55,960 --> 00:13:58,920 How do you prove calorie reduction? 225 00:13:59,000 --> 00:14:00,840 Is it that you back-calculate 226 00:14:00,920 --> 00:14:04,000 the reduced sugar spike 227 00:14:04,240 --> 00:14:07,560 and then estimate the amount of calories reduced based on that? 228 00:14:07,960 --> 00:14:10,040 If I consume ACV 229 00:14:10,120 --> 00:14:14,160 and take 20%-30% reduction of the calorie spike, 230 00:14:14,240 --> 00:14:15,680 it is the same. 231 00:14:15,760 --> 00:14:17,040 No. 232 00:14:17,480 --> 00:14:18,960 The spike is reduced, 233 00:14:19,040 --> 00:14:20,920 but the rest of the sugar gets absorbed 234 00:14:21,040 --> 00:14:24,840 and it maintains the sugar levels, it does not crash. 235 00:14:26,120 --> 00:14:28,600 - Fibre reduces blood sugar. - Yes. 236 00:14:28,720 --> 00:14:30,480 But it doesn't stop digestion. 237 00:14:30,560 --> 00:14:33,960 What we eat is digested and absorbed by our body. 238 00:14:34,040 --> 00:14:35,680 It might not be absorbed in 60 minutes, 239 00:14:35,800 --> 00:14:37,440 but it is absorbed in 120 minutes, 240 00:14:37,640 --> 00:14:39,120 2.5 hours 241 00:14:39,200 --> 00:14:41,680 - or 3 hours because it's digested. - How did you measure 242 00:14:41,760 --> 00:14:44,000 that this won't be digested? 243 00:14:44,360 --> 00:14:45,960 It stops digestion. 244 00:14:46,080 --> 00:14:47,920 It is stopping the enzyme. 245 00:14:48,000 --> 00:14:50,520 It's not allowing sugar molecules 246 00:14:50,600 --> 00:14:52,840 - to become glucose. - But we don't have evidence of that. 247 00:14:52,840 --> 00:14:53,960 That is what we are saying. 248 00:14:54,680 --> 00:14:57,360 - This is a huge responsibility. - Yes. 249 00:14:57,480 --> 00:15:00,720 As a company, when you come to Shark Tank 250 00:15:00,800 --> 00:15:03,280 - and are making such tall claims. - Yes. 251 00:15:03,400 --> 00:15:05,960 - Once the show is aired. - Hmm! 252 00:15:06,040 --> 00:15:09,920 All the doctors from the world... 253 00:15:10,000 --> 00:15:14,080 On one hand, you know that the whole Ozempic revolution is happening. 254 00:15:24,120 --> 00:15:25,960 Are you ready for it? 255 00:15:26,040 --> 00:15:26,920 - Absolutely! - We are. 256 00:15:27,000 --> 00:15:29,800 You are saying that you understand the responsibility. 257 00:15:29,960 --> 00:15:31,680 But I am not sure. 258 00:15:32,200 --> 00:15:34,840 If I'm understanding correctly 259 00:15:34,920 --> 00:15:36,520 and based on what I've seen. 260 00:15:36,680 --> 00:15:39,200 If this actually works and your claims are true, 261 00:15:39,280 --> 00:15:40,800 it's not just a multibillion-dollar opportunity, 262 00:15:40,840 --> 00:15:43,120 it's a multitrillion-dollar one. 263 00:15:43,440 --> 00:15:46,080 Any of these drugs, as he mentioned Ozempic. 264 00:15:46,200 --> 00:15:48,080 There are many copycat drugs now. 265 00:15:48,280 --> 00:15:49,680 Many pharma companies are making it. 266 00:15:50,200 --> 00:15:52,680 - People know its side effects. - Yes. 267 00:15:52,760 --> 00:15:55,800 They still consume it, they are that desperate to lose weight. 268 00:15:56,200 --> 00:15:58,480 - You are claiming that too. - Yes. 269 00:15:58,600 --> 00:16:01,680 I am not sure if you can fully prove it. 270 00:16:01,840 --> 00:16:03,320 And if you can, please do. 271 00:16:04,600 --> 00:16:07,480 - Yes. We understand your concern. - Facts don't lie. 272 00:16:07,560 --> 00:16:10,240 If you have any facts about traction, then tell us. 273 00:16:10,520 --> 00:16:13,080 - Yes. - In nine months, our total sales... 274 00:16:13,160 --> 00:16:15,040 The gross sale is Rs. 1.07 crores. 275 00:16:15,160 --> 00:16:16,240 How much do you sell it for? 276 00:16:16,280 --> 00:16:19,680 Calorie Crusher and Sugar Slayer are for sale at Rs. 999. 277 00:16:24,240 --> 00:16:26,320 Where have you distributed it so far? 278 00:16:26,560 --> 00:16:29,320 Where did you see uptake and where did you see the problem? 279 00:16:29,440 --> 00:16:31,600 You can buy our product from four places. 280 00:16:31,680 --> 00:16:33,960 One is our website, letsmoderate.com. 281 00:16:34,760 --> 00:16:37,000 Second, we are available through Amazon on marketplace. 282 00:16:38,000 --> 00:16:42,080 Third, we cracked a distribution partnership with Curefoods. 283 00:16:42,400 --> 00:16:45,840 We are available as an add-on with their partner brands. 284 00:16:46,280 --> 00:16:49,120 So, if you want a single sachet of a carb-cutter... 285 00:16:49,200 --> 00:16:51,440 If you are ordering food from them, as an add-on, 286 00:16:51,520 --> 00:16:53,760 you can purchase us on Swiggy or Zomato. 287 00:17:02,560 --> 00:17:04,920 It is clear that you are convinced 288 00:17:05,000 --> 00:17:07,400 that this product is fine, 289 00:17:07,480 --> 00:17:09,280 it works and it's safe. 290 00:17:10,080 --> 00:17:14,280 Then why could you only make sales of only Rs. 1 crore in nine months? 291 00:17:17,480 --> 00:17:19,760 You were sceptical about this 292 00:17:19,840 --> 00:17:22,040 - and you had questions. Customers have the same doubts. - Yes. 293 00:17:22,040 --> 00:17:23,440 We have to address that. 294 00:17:24,400 --> 00:17:28,200 Real user feedback is important and we wanted that. 295 00:17:28,280 --> 00:17:32,000 So, our marketing spends in Q1, Q2, and Q3 296 00:17:32,080 --> 00:17:34,960 - were made with limited awareness. - Where did you spend? 297 00:17:35,040 --> 00:17:37,880 We spent primarily on Meta, Google and Amazon. 298 00:17:37,960 --> 00:17:39,480 But most of it is on Meta and Google. 299 00:18:00,160 --> 00:18:02,120 This is without switching on any form of CR. 300 00:18:02,400 --> 00:18:03,800 Mr. Sreeram, tell me something. 301 00:18:03,880 --> 00:18:06,560 What do you think this will become and how big this company will be? 302 00:18:06,960 --> 00:18:08,440 My personal projection is... 303 00:18:30,720 --> 00:18:32,480 We have not tried this. 304 00:18:33,440 --> 00:18:37,840 So, I feel that we think by seeing ads on Meta, 305 00:18:38,120 --> 00:18:40,120 people will buy it and start consuming it. 306 00:18:40,200 --> 00:18:41,120 It's not that easy. 307 00:18:41,200 --> 00:18:44,680 I think we have to go through doctors 308 00:18:44,960 --> 00:18:48,480 because people are scared of side effects. 309 00:18:49,840 --> 00:18:53,680 If the scepticism isn't addressed here, 310 00:18:53,760 --> 00:18:55,880 how will you convince lakhs of people through just one ad? 311 00:18:55,920 --> 00:18:56,920 Good point! 312 00:18:58,240 --> 00:19:00,040 Philosophically, at this moment, 313 00:19:00,120 --> 00:19:04,320 I can't take that bet. For that reason, I'm out. 314 00:19:05,320 --> 00:19:07,840 Thank you for the science class to a commerce student. 315 00:19:07,920 --> 00:19:09,720 I got to learn a lot today. 316 00:19:10,520 --> 00:19:13,080 I love the name, branding and packaging. 317 00:19:13,200 --> 00:19:16,000 Dr. Lalitha, you have a lot of knowledge. 318 00:19:16,280 --> 00:19:17,760 I think 319 00:19:17,840 --> 00:19:20,120 I trust you. I have this feeling 320 00:19:20,200 --> 00:19:21,960 that you're worth trusting, 321 00:19:22,040 --> 00:19:24,040 and that you've created a well-made product. 322 00:19:24,880 --> 00:19:26,560 I think your team is also solid. 323 00:19:26,720 --> 00:19:29,040 There is risk and even Spider-Man also takes risks. 324 00:19:29,160 --> 00:19:30,960 I am just a 'Tiger-man', right? 325 00:19:31,040 --> 00:19:33,960 So, I should take the risk. 326 00:19:34,760 --> 00:19:37,680 I will give you Rs. 50 lakhs for 2.5%. 327 00:19:45,600 --> 00:19:46,920 This is a fixable problem. 328 00:19:47,000 --> 00:19:49,680 It gives me the feeling of chewing gum. 329 00:19:49,760 --> 00:19:53,040 But it is solvable. It is the issue of form factor and packaging. 330 00:19:53,120 --> 00:19:55,600 There is no right or wrong answer to this. 331 00:19:55,680 --> 00:19:58,080 You need to have a point of view, which you do. 332 00:19:58,760 --> 00:20:01,360 I want to give you an offer. 333 00:20:01,480 --> 00:20:02,600 Wow! 334 00:20:03,160 --> 00:20:06,560 For the same valuation, I'll give you Rs. 1 crore for 5%. 335 00:20:12,480 --> 00:20:13,960 The purpose is also good. 336 00:20:14,080 --> 00:20:16,640 The problem is that it's slightly risky. 337 00:20:17,080 --> 00:20:18,720 If something happens in the future, 338 00:20:19,320 --> 00:20:21,880 I am not too sure if I can carry that risk. 339 00:20:23,480 --> 00:20:25,920 Because I don't know much about this space. 340 00:20:26,080 --> 00:20:28,600 If 1,000 people consume it and God forbid, 341 00:20:29,280 --> 00:20:33,520 something goes wrong, I will never be able to forgive myself. 342 00:20:35,640 --> 00:20:38,560 I might've taken a bet if I were a scientist. 343 00:20:38,680 --> 00:20:41,280 But because this will be a black box for me, I am out. 344 00:20:41,600 --> 00:20:42,600 Okay. 345 00:20:42,680 --> 00:20:44,160 I think the problem for me 346 00:20:44,240 --> 00:20:46,120 is that what you pitched here 347 00:20:46,200 --> 00:20:47,400 might be based on our assumptions, 348 00:20:47,440 --> 00:20:51,520 or some aspects of your pitch make it sound like a miracle drug. 349 00:20:52,600 --> 00:20:56,240 With this, you will lose weight and you will get rid of these problems. 350 00:20:56,520 --> 00:20:57,760 But I don't think so. 351 00:20:58,600 --> 00:21:00,080 Even if it works, 352 00:21:00,200 --> 00:21:02,280 you have to always keep pitching it 353 00:21:02,400 --> 00:21:04,920 as a weight management assistant 354 00:21:05,000 --> 00:21:06,560 and not as a cure for weight loss. 355 00:21:07,640 --> 00:21:10,680 I think I am out for that. 356 00:21:11,960 --> 00:21:13,520 I will give you one input. 357 00:21:13,640 --> 00:21:15,960 Conduct studies from third parties. 358 00:21:16,840 --> 00:21:20,840 The more credibility... The reason to believe has to be solid. 359 00:21:22,120 --> 00:21:25,320 Nobody should be able to punch holes in what you are claiming. 360 00:21:25,920 --> 00:21:28,760 If you don't do that, then I worry that 361 00:21:28,840 --> 00:21:30,160 - your magic pill... - I agree with Anupam. 362 00:21:30,200 --> 00:21:31,760 Your product will remain just a herb. 363 00:21:32,960 --> 00:21:34,920 We are doing one more study in AIIMS, 364 00:21:35,040 --> 00:21:36,440 which is for about 6 months. 365 00:21:36,520 --> 00:21:38,360 And one in AIG, which is for another 3 months. 366 00:21:38,440 --> 00:21:41,280 I want to... Conduct studies where you don't have to pay. 367 00:21:41,360 --> 00:21:44,040 Currently, you are paying for these studies. 368 00:21:44,120 --> 00:21:46,840 We have to sponsor all the studies. 369 00:21:46,960 --> 00:21:50,040 This is a perspective, and it's an important perspective. 370 00:21:50,360 --> 00:21:52,640 But at the same time, in India, 371 00:21:52,840 --> 00:21:57,000 people drink special slimming tea to lose weight. 372 00:21:57,080 --> 00:21:59,000 Because they are desperate to lose weight. 373 00:21:59,080 --> 00:22:01,240 If this is a safer alternative, 374 00:22:01,400 --> 00:22:03,520 people are looking for solutions and they are 375 00:22:04,200 --> 00:22:07,000 already consuming not-so-good products. 376 00:22:07,520 --> 00:22:09,440 So, I see it as a positive also. 377 00:22:09,760 --> 00:22:11,040 All right, guys! Decision time! 378 00:22:11,720 --> 00:22:13,520 [music playing] 379 00:22:14,000 --> 00:22:15,760 Thank you so much for the offers. 380 00:22:17,600 --> 00:22:20,760 Our counter is Rs. 1 crore for Rs. 3.33% of the company. 381 00:22:27,000 --> 00:22:29,400 then we will take 5% for Rs. 1 crore. 382 00:22:46,440 --> 00:22:47,480 All right! We have a deal. 383 00:22:49,120 --> 00:22:50,400 [applause] 384 00:23:04,960 --> 00:23:07,400 I was reminded of my MBBS viva days. 385 00:23:11,560 --> 00:23:13,480 Sreeram, Lalitha and Kartikeya, 386 00:23:13,600 --> 00:23:16,040 welcome to the PokerBaazi zone, where you hold the cards. 387 00:23:16,120 --> 00:23:17,480 How was your pitch? 388 00:23:17,880 --> 00:23:19,400 - It was good. - Good. It was exciting. 389 00:23:21,760 --> 00:23:24,160 ...where you have to better your skills. 390 00:23:24,240 --> 00:23:27,000 - The tide can turn at any moment in both situations. - Right! 391 00:23:49,080 --> 00:23:51,560 And third is the place where he is. 392 00:23:51,880 --> 00:23:54,600 Making a lot of money, the maturity phase. 393 00:23:54,800 --> 00:23:57,560 I want you to share a story 394 00:23:57,680 --> 00:23:59,440 from any of these phases with the audience 395 00:23:59,520 --> 00:24:00,760 so that we can also learn something from you. 396 00:24:00,800 --> 00:24:03,520 The most difficult phase of our journey 397 00:24:03,640 --> 00:24:05,960 was when we were setting our formulation. 398 00:24:06,040 --> 00:24:09,840 We had to try a lot of combinations of the product to test 399 00:24:09,960 --> 00:24:13,960 which formulation will be effective to reduce calories and sugar. 400 00:24:14,040 --> 00:24:17,120 In that phase, we had to maintain patience. 401 00:24:17,200 --> 00:24:20,640 Because until the clinical trials are completed in that phase, 402 00:24:20,720 --> 00:24:24,440 you don't know if that combination is successful or not. 403 00:24:24,520 --> 00:24:27,760 The attrition phase was the toughest phase. 404 00:24:27,840 --> 00:24:31,680 The most exciting time for us was when the results were positive. 405 00:24:55,360 --> 00:24:58,120 If you want to use your skills and strategy, 406 00:24:58,200 --> 00:25:00,640 then go on the PokerBaazi app and make your winning hand. 407 00:25:00,720 --> 00:25:01,800 Download the app now. 408 00:25:01,920 --> 00:25:04,840 'Shark Tank India, co-presented by ACKO Insurance, 409 00:25:04,960 --> 00:25:07,000 'PokerBaazi and Swiggy Instamart.' 410 00:25:07,080 --> 00:25:09,760 'Co-powered by Adani and Jaquar Bath and Light.' 411 00:25:09,840 --> 00:25:14,200 'And partners, Rayzon Solar, ICICI Direct and Lenskart.' 412 00:25:14,440 --> 00:25:16,120 Oh! This is nanny! 413 00:25:16,200 --> 00:25:18,160 This is back! How many times will they come here? 414 00:25:18,280 --> 00:25:20,400 This is not Broomees, this is a nanny service. 415 00:25:20,480 --> 00:25:21,920 But they also provided nanny service. 416 00:25:21,920 --> 00:25:23,640 - Not just... - They are into cleaning. 417 00:25:25,840 --> 00:25:28,360 [music playing] 418 00:25:38,360 --> 00:25:40,480 [theme music playing] 419 00:26:00,080 --> 00:26:02,680 Sharks, this journey started when I became a parent 420 00:26:02,800 --> 00:26:05,280 and I was inspired to start this business. 421 00:26:05,360 --> 00:26:08,760 Aryan was born in 2018. He is a special child. 422 00:26:10,160 --> 00:26:13,320 We began searching for a trained nanny for special children 423 00:26:13,400 --> 00:26:15,640 who could provide the best care for my child. 424 00:26:15,720 --> 00:26:17,400 But after a lot of searching, I realised 425 00:26:17,520 --> 00:26:19,120 that this concept doesn’t exist in India. 426 00:26:19,400 --> 00:26:22,000 Then we started talking to local nannies. 427 00:26:22,080 --> 00:26:23,600 Their reply was always, 428 00:26:23,720 --> 00:26:25,600 'I will handle everything and do everything.' 429 00:26:25,680 --> 00:26:27,400 We can't blame nannies. 430 00:26:27,480 --> 00:26:29,840 There is no ecosystem 431 00:26:29,920 --> 00:26:33,520 where nannies can be educated, trained or upskilled. 432 00:26:33,600 --> 00:26:35,200 This is about Aryan. 433 00:26:35,280 --> 00:26:36,760 But even for a normal child, 434 00:26:36,920 --> 00:26:39,480 there is a need for a compatible and competent nanny, 435 00:26:39,680 --> 00:26:41,880 which is very difficult to find in today's time. 436 00:26:41,960 --> 00:26:45,720 With all these problems, we launched HireForCare in 2021. 437 00:26:47,560 --> 00:26:49,320 This is a digital platform 438 00:26:49,440 --> 00:26:51,520 that connects households 439 00:26:51,600 --> 00:26:53,840 with 100% certified and verified nannies 440 00:27:01,800 --> 00:27:04,560 HireForCare's professional nanny network, 441 00:27:04,640 --> 00:27:08,560 safety and security features and instant replacement assures 442 00:27:08,640 --> 00:27:11,680 that every parent can trust their child is in safe hands. 443 00:27:11,840 --> 00:27:13,680 HireForCare is not just for the parents. 444 00:27:13,800 --> 00:27:17,360 In fact, it is also an employment and upgradation portal for a nanny. 445 00:27:17,680 --> 00:27:21,360 Currently, we have more than 5,000 nannies registered. 446 00:27:21,440 --> 00:27:24,320 Through us, the nanny gets to earn an extra income of around 30%. 447 00:27:29,320 --> 00:27:31,960 We offer nannies in six different categories, including Japa Nanny, 448 00:27:39,160 --> 00:27:41,160 We launched HireForCare in 2023. 449 00:27:45,960 --> 00:27:47,520 Currently, we are operational in Mumbai. 450 00:27:47,560 --> 00:27:49,960 Very soon, we will be in different cities. 451 00:27:50,120 --> 00:27:52,800 Sharks, why have we come into this world? 452 00:27:52,920 --> 00:27:54,480 To create a better tomorrow. 453 00:27:54,560 --> 00:27:57,120 - And children are the future of tomorrow. So... - Wow! 454 00:27:57,240 --> 00:27:58,920 Considering childhood especially, 455 00:27:59,000 --> 00:28:02,080 we want to make HireForCare the one-stop solution for childcare. 456 00:28:02,160 --> 00:28:06,040 For that, our ask is Rs. 36 lakhs for 3% equity. 457 00:28:12,160 --> 00:28:13,680 Similarly, will you invest in us? 458 00:28:13,760 --> 00:28:15,840 Wow! Super! 459 00:28:15,920 --> 00:28:18,240 Mr. Ram Niwas and Mr. Rajat Vij, 460 00:28:18,360 --> 00:28:20,560 - welcome to Shark Tank. - Thank you! 461 00:28:20,640 --> 00:28:24,520 And thank you. This is a serious problem. 462 00:28:24,640 --> 00:28:27,560 Especially, the first few months 463 00:28:27,640 --> 00:28:30,120 - when you hire Japa or nanny. - Japa nanny. 464 00:28:30,320 --> 00:28:34,720 In those months, the nanny is more important than the husband. 465 00:28:34,880 --> 00:28:36,120 You tell me about you. 466 00:28:36,200 --> 00:28:38,960 - You said you struggled to find a nanny for Aryan. - Yes. 467 00:28:39,080 --> 00:28:42,080 Did you manage to solve this problem? 468 00:28:42,200 --> 00:28:43,640 And how is Aryan? 469 00:28:43,720 --> 00:28:47,160 Aryan was born in 2018, he had cerebral palsy. 470 00:28:52,760 --> 00:28:55,200 Due to this, there is a lot of disturbance in the family. 471 00:28:55,280 --> 00:28:57,200 If there is a special child in someone's home, 472 00:28:57,320 --> 00:28:58,960 the frustration level goes up. 473 00:28:59,040 --> 00:29:00,560 I am a single parent. 474 00:29:00,640 --> 00:29:02,920 I look after Aryan. 475 00:29:03,040 --> 00:29:05,040 Because what I've witnessed 476 00:29:05,120 --> 00:29:06,560 is that a parent can give up. 477 00:29:06,640 --> 00:29:08,880 To understand a special child 478 00:29:09,080 --> 00:29:10,720 and spend time with them, 479 00:29:10,800 --> 00:29:12,240 there are rigorous activities 480 00:29:12,360 --> 00:29:13,640 that regular nannies may not be able to handle 481 00:29:13,640 --> 00:29:16,440 until they are trained properly, 482 00:29:16,520 --> 00:29:17,920 and have proper education, 483 00:29:18,000 --> 00:29:19,680 only then they can cater to them. 484 00:29:19,800 --> 00:29:21,840 For that, I struggled a lot. 485 00:29:21,960 --> 00:29:24,120 When we introduced this concept with HireForCare, 486 00:29:24,200 --> 00:29:26,080 I thought this was a huge market 487 00:29:26,160 --> 00:29:27,520 which is untouched in India. 488 00:29:27,600 --> 00:29:30,640 There are many companies that offer these in the US, but not in India. 489 00:29:30,720 --> 00:29:32,880 For that, we've hired a therapist. 490 00:29:32,960 --> 00:29:36,880 A therapist is important for these children and they are rigorous. 491 00:29:42,560 --> 00:29:43,640 How do you know each other? 492 00:29:48,280 --> 00:29:49,080 He was in Jaipur. 493 00:29:49,200 --> 00:29:51,960 I joined in Jaipur, Rajasthan, as a product head. 494 00:29:52,120 --> 00:29:54,120 6 months later, I was transferred to Mumbai. 495 00:29:54,200 --> 00:29:55,280 We were in touch 496 00:29:55,360 --> 00:29:58,600 because we were in the same department and we gelled well. 497 00:29:58,680 --> 00:30:02,160 When I incorporated this company in 2021, 498 00:30:02,280 --> 00:30:04,880 I was struggling a lot back then 499 00:30:05,000 --> 00:30:08,160 for a co-founder, and I used to hire freelancers 500 00:30:08,240 --> 00:30:09,680 for IT work. 501 00:30:09,760 --> 00:30:12,920 He has technical expertise, so I asked for his support. 502 00:30:13,000 --> 00:30:15,600 He helped me without taking money. 503 00:30:15,760 --> 00:30:18,440 Six months later, he said he likes the vision 504 00:30:18,600 --> 00:30:19,960 and he wants to be a part of this. 505 00:30:20,280 --> 00:30:22,400 He joined me fully-fledged after that. 506 00:30:22,480 --> 00:30:23,840 I am also a single father. 507 00:30:23,960 --> 00:30:25,600 - Okay! - So, I understand 508 00:30:25,680 --> 00:30:28,720 how difficult parenthood can get. 509 00:30:29,040 --> 00:30:30,200 What happened to your wife? 510 00:30:30,280 --> 00:30:32,640 My wife passed away 20 days ago. 511 00:30:32,760 --> 00:30:34,400 - Sorry! What? - Oh my God! 512 00:30:34,960 --> 00:30:37,160 - Recently? - In an accident. 513 00:30:37,320 --> 00:30:40,360 - Oh my God! - 20 days ago, she passed away in an accident. 514 00:30:40,520 --> 00:30:42,200 [pensive music playing] 515 00:30:43,560 --> 00:30:45,000 Do you mean a car accident? 516 00:30:45,080 --> 00:30:47,560 Yes, sir. Car accident. 517 00:30:47,720 --> 00:30:49,160 So sorry to hear that. 518 00:30:51,440 --> 00:30:52,800 How are your children adjusting? 519 00:30:52,880 --> 00:30:54,400 Yes, sir. I have two kids. 520 00:30:54,480 --> 00:30:57,280 - A one-year-old and a twelve-year-old. - Oh my God! 521 00:31:00,480 --> 00:31:02,120 Let me explain. 522 00:31:02,240 --> 00:31:04,000 Two days after the accident, I received 523 00:31:04,080 --> 00:31:06,720 the confirmation for Shark Tank's shoot. 524 00:31:06,960 --> 00:31:08,400 I informed him after 525 00:31:08,520 --> 00:31:11,440 about six days that he could come if he was able to, 526 00:31:11,480 --> 00:31:12,320 otherwise, it was okay. 527 00:31:12,440 --> 00:31:14,200 I will go alone. 528 00:31:14,280 --> 00:31:16,720 But he said he wants to be on the show. 529 00:31:16,840 --> 00:31:19,400 He was ready to face the situation. 530 00:31:19,640 --> 00:31:22,240 That's why he is here today. 531 00:31:22,320 --> 00:31:24,160 We discussed a lot about this. 532 00:31:27,280 --> 00:31:28,720 [music playing] 533 00:31:33,880 --> 00:31:36,640 'Many things in life are beyond our control,' 534 00:31:36,760 --> 00:31:38,640 'but we must confront them.' 535 00:31:38,960 --> 00:31:41,360 'My wife's absence will always be felt in my life.' 536 00:31:41,440 --> 00:31:42,840 'In my entrepreneurial journey,' 537 00:31:42,960 --> 00:31:45,240 'my wife supported me the most.' 538 00:31:48,040 --> 00:31:51,800 I feel my strength is shaping a better future for children.' 539 00:31:51,880 --> 00:31:55,920 'So, I manage both my business and children at the same time.' 540 00:31:56,000 --> 00:31:58,560 'My children know what business I run.' 541 00:31:58,800 --> 00:32:01,400 'And I know how to manage business along with children.' 542 00:32:01,480 --> 00:32:04,160 [music playing] 543 00:32:06,480 --> 00:32:09,800 'From the beginning when he came into this world,' 544 00:32:10,040 --> 00:32:13,320 'my life's sole purpose has been to cure him.' 545 00:32:13,440 --> 00:32:15,320 'It was only later I understood that this is a journey.' 546 00:32:15,320 --> 00:32:16,800 'You need to be in it.' 547 00:32:16,920 --> 00:32:19,680 Don't think it's a disability. Just be a part of it. 548 00:32:19,800 --> 00:32:21,240 [sentimental vocalisation] 549 00:32:22,400 --> 00:32:24,480 'Persistence is required in the case of a special child' 550 00:32:24,480 --> 00:32:26,680 'as well as in an entrepreneurial journey.' 551 00:32:26,760 --> 00:32:28,560 'I think both things are co-related.' 552 00:32:28,680 --> 00:32:30,400 'To me, this is a calmness.' 553 00:32:30,800 --> 00:32:33,160 I feed him and spend time with him. 554 00:32:33,280 --> 00:32:35,640 I love it and it's what I do in my free time. 555 00:32:35,760 --> 00:32:37,640 'He also charges me up.' 556 00:32:40,360 --> 00:32:42,120 'Coming to my co-founder Ram.' 557 00:32:42,240 --> 00:32:46,160 'If I talk about our relationship, we are very friendly.' 558 00:32:46,240 --> 00:32:48,640 We share a special camaraderie, 559 00:32:48,720 --> 00:32:50,760 so we've never had any trust issues. 560 00:32:52,920 --> 00:32:56,400 Even if it is something trivial about my family or kids, 561 00:32:56,480 --> 00:32:57,360 Rajat will know. 562 00:32:57,440 --> 00:32:59,560 'And if Rajat is going through something emotional' 563 00:32:59,640 --> 00:33:02,560 'be it related to his child or parents,' 564 00:33:02,720 --> 00:33:03,840 'I would know about it.' 565 00:33:05,760 --> 00:33:08,800 'I am going through a rough patch too.' 566 00:33:08,880 --> 00:33:13,720 However, as my good friend, Rajat needs me now. 567 00:33:16,360 --> 00:33:20,320 'I began this journey for society.' 568 00:33:20,400 --> 00:33:24,520 'I wanted to bring a better change in society in terms of childcare.' 569 00:33:24,720 --> 00:33:27,160 'If I leave it midway,' 570 00:33:27,280 --> 00:33:30,680 I don't think that my work until now would hold any value. 571 00:33:30,880 --> 00:33:34,480 'So, I'd decided to definitely go on Shark Tank' 572 00:33:34,680 --> 00:33:36,360 and share my story 573 00:33:36,440 --> 00:33:38,680 to bring a better change in society. 574 00:33:39,080 --> 00:33:40,960 [inspirational music playing] 575 00:33:43,920 --> 00:33:45,320 You both are very strong. 576 00:33:45,400 --> 00:33:46,880 [sentimental music playing] 577 00:33:48,920 --> 00:33:50,040 It's just the stereotype. 578 00:33:50,120 --> 00:33:53,000 When I came, I expected a lady to make the pitch. 579 00:33:53,080 --> 00:33:55,760 When you came, the first thing that came to my mind was, 580 00:33:55,840 --> 00:33:58,840 "Two men are running a nanny service." 581 00:33:58,920 --> 00:33:59,760 "Very interesting." 582 00:33:59,840 --> 00:34:01,760 "I wonder how they plan the training and others." 583 00:34:01,840 --> 00:34:05,040 Now, I think stereotypes are both ways. 584 00:34:05,480 --> 00:34:07,960 I feel really inspired to meet you 585 00:34:08,040 --> 00:34:13,480 because I think you're a real role model for Indian men. 586 00:34:13,560 --> 00:34:17,560 You're running this as a strong single parent 587 00:34:17,640 --> 00:34:21,480 and have come up with a solution to solve the problems of others. 588 00:34:21,560 --> 00:34:23,000 Really, hats off. 589 00:34:23,080 --> 00:34:24,880 - Hats off to both of you. - Thank you, ma'am. 590 00:34:25,400 --> 00:34:27,320 If you were to look up the internet, 591 00:34:27,440 --> 00:34:29,600 about 2 crore children suffer from autism 592 00:34:37,560 --> 00:34:40,440 and 2-3 out of every 100 are of autism in India. 593 00:34:40,880 --> 00:34:43,960 There is no professional organisation 594 00:34:44,040 --> 00:34:46,800 which specifically trains and provides nannies to them. 595 00:34:47,800 --> 00:34:48,920 Next level, man. 596 00:34:49,000 --> 00:34:50,000 It's crazy. 597 00:34:50,000 --> 00:34:51,800 Give us a demo of your app. 598 00:34:51,960 --> 00:34:52,960 Thank you. 599 00:34:57,800 --> 00:34:59,960 This is the HireForCare homepage. 600 00:35:00,040 --> 00:35:01,920 We have six categories of nannies available. 601 00:35:02,000 --> 00:35:04,400 Namely, Baby Care, Japa Nannies, Premium Nannies, 602 00:35:04,520 --> 00:35:06,120 Special Care is for special needs, 603 00:35:06,360 --> 00:35:07,960 24/7 and Night Nannies. 604 00:35:08,080 --> 00:35:10,080 Below that is our digital verification portal. 605 00:35:10,160 --> 00:35:13,120 Suppose you've hired a nanny and want to conduct a verification, 606 00:35:19,880 --> 00:35:21,160 We've listed the pricing here 607 00:35:21,240 --> 00:35:23,720 mentioning the starting rates of every category. 608 00:35:24,360 --> 00:35:26,160 This is your account. 609 00:35:26,240 --> 00:35:27,640 If you click on "My Nanny", 610 00:35:27,720 --> 00:35:29,200 you'll get the details about the nanny. 611 00:35:29,240 --> 00:35:31,240 You've to mark the nanny's attendance here. 612 00:35:31,480 --> 00:35:34,400 If you face any issues, you can raise a ticket here. 613 00:35:34,480 --> 00:35:36,800 At the bottom, you can see the reports of the nannies 614 00:35:36,880 --> 00:35:38,360 for the verifications we've conducted. 615 00:35:43,680 --> 00:35:46,520 We work on a monthly operating model. 616 00:35:46,840 --> 00:35:48,200 We don't take a lump sum payment. 617 00:35:48,280 --> 00:35:50,440 Take any company in this industry, 618 00:35:50,600 --> 00:35:52,720 they'll say, "If you want to hire a nanny," 619 00:35:52,840 --> 00:35:55,000 "pay us one month's salary as commission" 620 00:35:55,240 --> 00:35:56,760 "and a nanny will arrive at your home." 621 00:35:56,760 --> 00:35:58,200 In our case, 622 00:35:58,320 --> 00:35:59,880 we work in a fair and transparent way. 623 00:35:59,960 --> 00:36:01,960 We ask our clients to pay a monthly component 624 00:36:02,040 --> 00:36:03,720 and charge a markup of 20%. 625 00:36:08,800 --> 00:36:11,080 Nannies enter into a service-level agreement with us, 626 00:36:18,680 --> 00:36:20,440 Doing that is very difficult. 627 00:36:20,520 --> 00:36:24,560 First of all, we provide medical insurance to the nannies. 628 00:36:24,640 --> 00:36:27,320 Plus, we extend that medical cover to their families. 629 00:36:27,400 --> 00:36:29,000 Then we give them a retention bonus too. 630 00:36:38,480 --> 00:36:41,880 The biggest issue in this space obviously is 631 00:36:42,160 --> 00:36:45,240 that most people when searching for nannies, 632 00:36:45,320 --> 00:36:47,000 do so within their network. 633 00:36:47,160 --> 00:36:49,040 You're doing the verification bit, 634 00:36:49,120 --> 00:36:51,560 but there's still a lack of confidence 635 00:36:51,680 --> 00:36:55,480 on the client's part as to where the nanny has previously worked. 636 00:36:56,560 --> 00:36:58,800 Let me tell you how we deal with the supply. 637 00:36:58,880 --> 00:37:00,920 For example, a nanny joins our portal. 638 00:37:01,000 --> 00:37:02,440 First, a profile is made for her. 639 00:37:02,760 --> 00:37:04,640 After that, a verification is done. 640 00:37:04,760 --> 00:37:06,720 In that, we check the nanny's criminal record. 641 00:37:06,800 --> 00:37:08,040 Does she have a history? 642 00:37:08,120 --> 00:37:10,200 Has she committed any crime in India? 643 00:37:10,520 --> 00:37:13,520 Post that, we do reference checks with her previous employers. 644 00:37:13,600 --> 00:37:15,560 Then she's handed over to the training team 645 00:37:15,640 --> 00:37:17,640 where she undergoes proper training. 646 00:37:18,320 --> 00:37:21,240 After that, she is finally on-boarded on our platform. 647 00:37:21,320 --> 00:37:22,920 She gets a certification from Skill India. 648 00:37:22,960 --> 00:37:24,800 They have a proper test 649 00:37:24,920 --> 00:37:26,600 which provides them with a certification. 650 00:37:26,680 --> 00:37:30,320 When we explain our onboarding process to customers, 651 00:37:30,400 --> 00:37:32,080 they gain a little confidence. 652 00:37:32,160 --> 00:37:33,640 We also have customer reviews. 653 00:37:33,720 --> 00:37:35,040 If someone speaks to a previous client, 654 00:37:35,080 --> 00:37:36,480 they will find recordings 655 00:37:36,560 --> 00:37:38,800 as well as written reviews about a particular nanny. 656 00:37:38,880 --> 00:37:41,680 We've served 1,000 families so far. 657 00:37:41,880 --> 00:37:43,800 I have the feedback for 1,000 nannies already. 658 00:37:43,880 --> 00:37:45,960 - 1,000 would be for a lifetime. - Yes. 659 00:37:46,040 --> 00:37:50,120 In how many homes, are your nannies currently employed? 660 00:37:50,200 --> 00:37:51,880 125 nannies are live 661 00:37:51,960 --> 00:37:54,800 and currently work all over Mumbai. 662 00:37:54,880 --> 00:37:56,920 If I look at our long-term value, we make Rs. 40,000 663 00:38:04,080 --> 00:38:07,280 Many customers move to other cities, so the nannies make an exit. 664 00:38:07,360 --> 00:38:09,680 The churn is high in this category 665 00:38:09,760 --> 00:38:12,520 - because it's a chemistry between the parent and the nanny. - Yes. 666 00:38:12,720 --> 00:38:15,360 Sir, our current churn rate is 10%. 667 00:38:15,440 --> 00:38:17,560 - Out of the 100 or 125 that are live... - 120. 668 00:38:17,640 --> 00:38:19,360 10 to 12 quit every month. 669 00:38:19,440 --> 00:38:21,800 10 to 12 quit every month 670 00:38:21,880 --> 00:38:24,200 - and we add around 25 new nannies. - Gosh! 671 00:38:24,920 --> 00:38:26,080 Why do nannies leave 672 00:38:26,200 --> 00:38:29,880 when you give them medical insurance and look after their families? 673 00:38:29,960 --> 00:38:31,400 Sir, we conducted a study. 674 00:38:31,480 --> 00:38:34,440 - I personally visited many slums in Mumbai. - Okay. 675 00:38:34,560 --> 00:38:36,560 They have this mindset 676 00:38:36,640 --> 00:38:39,280 where they work for 7 to 8 months and chill for a month or two. 677 00:38:39,400 --> 00:38:41,160 They want to enjoy their time 678 00:38:41,320 --> 00:38:44,280 and return to work after a two-month cycle. 679 00:38:44,360 --> 00:38:46,200 Do people apply online for the post of nanny? 680 00:38:46,280 --> 00:38:47,960 Yes, nannies apply online as well. 681 00:38:48,080 --> 00:38:50,440 10% of our monthly supply comes from there. 682 00:38:50,520 --> 00:38:51,760 And the remaining 90%? 683 00:38:51,880 --> 00:38:54,240 We have two channels, online and offline. 684 00:38:54,360 --> 00:38:56,600 In online, we get nannies from social media, 685 00:38:56,720 --> 00:38:57,920 Google and WhatsApp... 686 00:38:58,000 --> 00:38:59,520 How? Do you post ads? 687 00:38:59,640 --> 00:39:01,200 We do local branding. 688 00:39:01,280 --> 00:39:03,680 We visit their areas and put up posters. 689 00:39:03,800 --> 00:39:05,680 We ask them to call a number if they need a job. 690 00:39:05,720 --> 00:39:06,560 Okay. And offline? 691 00:39:06,640 --> 00:39:08,960 In offline, we have a lot of job portals 692 00:39:09,240 --> 00:39:10,760 where we get our database. 693 00:39:10,880 --> 00:39:12,640 - Skill... - For example Apna and others. 694 00:39:12,720 --> 00:39:14,320 Yes. Like Apna and WorkIndia. 695 00:39:14,400 --> 00:39:15,840 We get a lot of data from there. 696 00:39:16,040 --> 00:39:18,200 Also, we're registered with Skill India. 697 00:39:18,320 --> 00:39:19,680 They hold trainings 698 00:39:19,760 --> 00:39:21,760 and pass their data on to us for employment. 699 00:39:21,880 --> 00:39:23,360 How exactly do you train the nannies? 700 00:39:23,960 --> 00:39:27,120 Our trainer makes a video call to them on WhatsApp. 701 00:39:27,200 --> 00:39:29,000 We have a batch of a maximum five nannies. 702 00:39:29,120 --> 00:39:30,920 It's a four-hour training 703 00:39:31,080 --> 00:39:32,760 which we complete in two days. 704 00:39:32,880 --> 00:39:34,360 What do they learn in four hours? 705 00:39:34,480 --> 00:39:36,600 Anupam, we currently only hire experienced nannies 706 00:39:36,680 --> 00:39:38,920 as we don't have a physical setup. 707 00:39:39,040 --> 00:39:41,160 - What's the minimum experience? - One year. 708 00:39:41,240 --> 00:39:43,640 Four hours is just a brush-up, not training. 709 00:39:43,720 --> 00:39:47,400 They get well-versed with the work in a year. 710 00:39:47,640 --> 00:39:49,600 - We merely fine-tune their skills. - Correct. 711 00:39:49,680 --> 00:39:51,160 - "This is what you need to do." - Polishing. 712 00:39:51,200 --> 00:39:54,560 There are many nannies who you haven't met or no one has met. 713 00:39:54,880 --> 00:39:56,200 We get acquainted on video calls, 714 00:39:56,280 --> 00:39:58,560 but yes, a physical meeting is not possible in every case. 715 00:39:58,920 --> 00:40:00,680 Can we come to the revenue now? 716 00:40:00,760 --> 00:40:03,000 Sir, our gross margin is Rs. 5.5 lakhs. 717 00:40:03,080 --> 00:40:04,560 You mean your commission income. 718 00:40:04,640 --> 00:40:05,640 - Yes. - 5 lakhs. 719 00:40:05,720 --> 00:40:07,520 - How much? Rs. 5.5 lakhs. - Rs. 5.5 lakhs. 720 00:40:07,840 --> 00:40:09,480 My GMV is Rs. 24 lakhs. 721 00:40:14,320 --> 00:40:16,600 80% is my direct costing for nannies. 722 00:40:16,840 --> 00:40:18,760 Employee salaries account for 13%. 723 00:40:19,320 --> 00:40:21,880 Onboarding and medical insurance come up to 2%. 724 00:40:22,000 --> 00:40:25,440 1.7% accounts for our sourcing activities. 725 00:40:25,680 --> 00:40:27,160 And miscellaneous comprises 2%. 726 00:40:27,280 --> 00:40:29,200 Our EBITDA is 1.5%. 727 00:40:30,200 --> 00:40:32,040 What's your take-home out of Rs. 5 lakhs? 728 00:40:32,120 --> 00:40:33,640 Rs. 25,000 to 30,000. 729 00:40:33,720 --> 00:40:35,360 Do you draw salaries? 730 00:40:35,440 --> 00:40:36,760 Not yet. 731 00:40:36,840 --> 00:40:41,520 We'll start drawing Rs. 50,000 each from April 2025 732 00:40:41,600 --> 00:40:45,120 as we will close this year with a gross margin of Rs. 70 lakhs. 733 00:40:45,200 --> 00:40:47,120 And our EBITDA will roughly be 4 to 5% 734 00:40:47,200 --> 00:40:48,560 as we're growing now. 735 00:40:48,680 --> 00:40:52,280 What percentage of your business of 125 families 736 00:40:52,520 --> 00:40:54,080 is special needs? 737 00:40:54,160 --> 00:40:55,600 Sir, 10 customers currently. 738 00:40:55,680 --> 00:40:59,200 We're going rather slow as it's a really tricky segment. 739 00:40:59,320 --> 00:41:00,640 We have 100 trained nannies 740 00:41:00,720 --> 00:41:02,600 out of which 10 are working for customers. 741 00:41:03,040 --> 00:41:07,600 I feel that you're stuck in a quagmire. 742 00:41:08,480 --> 00:41:10,600 Many people have tried out this business. 743 00:41:11,520 --> 00:41:15,440 Whether it is house help, drivers or nannies. 744 00:41:15,520 --> 00:41:18,480 You are doing the same thing as these informal networks. 745 00:41:19,360 --> 00:41:21,360 You started this business with a goal, 746 00:41:21,440 --> 00:41:24,120 but that seems to have taken a backseat 747 00:41:24,200 --> 00:41:25,640 with this having taken precedence. 748 00:41:27,440 --> 00:41:29,520 Didn't you ever think of building the brand 749 00:41:29,600 --> 00:41:31,640 by solving the difficult problem? 750 00:41:31,720 --> 00:41:33,920 It's because if we keep competing in this category, 751 00:41:34,200 --> 00:41:36,720 we'll be stuck in this race. 752 00:41:36,800 --> 00:41:38,800 Autism therapy is a big problem. 753 00:41:38,880 --> 00:41:40,880 - Absolutely. - And if I can solve that 754 00:41:41,560 --> 00:41:44,160 and build a brand there with GTM, 755 00:41:44,400 --> 00:41:45,400 because that needs depth, 756 00:41:45,520 --> 00:41:47,880 you can't solve it at a shallow level. 757 00:41:47,960 --> 00:41:50,640 You have to go below the surface and resolve it. 758 00:41:50,720 --> 00:41:53,640 And the informal networks will never be able to compete with you. 759 00:41:53,720 --> 00:41:55,080 Have you thought about that GTM? 760 00:41:59,440 --> 00:42:01,480 ...special child care three months back. 761 00:42:02,160 --> 00:42:06,560 In today's time, a parent spends at least Rs. 50,000 on therapy 762 00:42:06,640 --> 00:42:07,960 for special child care. 763 00:42:08,040 --> 00:42:12,200 Therapists charge roughly Rs. 1,500 a day. 764 00:42:12,280 --> 00:42:14,040 Sir, I can bet 765 00:42:14,160 --> 00:42:16,320 that out of the population of 2.5 crore kids, 766 00:42:16,400 --> 00:42:20,560 barely 1% of them currently get therapy. 767 00:42:22,480 --> 00:42:24,120 Sir, if you look at my vision, 768 00:42:24,200 --> 00:42:26,680 it is to provide an affordable solution 769 00:42:26,960 --> 00:42:30,440 through which any child affected by CP or autism 770 00:42:30,520 --> 00:42:32,960 gets treatment via the online mode. 771 00:42:33,040 --> 00:42:36,080 We have laid out sessions for what needs to be done every day. 772 00:42:36,160 --> 00:42:38,320 It's a cumbersome task for parents. 773 00:42:38,480 --> 00:42:40,640 Those who can't make the effort are not able to go. 774 00:42:41,400 --> 00:42:45,160 Also, our therapist will check with the parents on a weekly basis 775 00:42:45,360 --> 00:42:46,720 how they're conducting the sessions. 776 00:42:46,720 --> 00:42:48,120 That's quite an important aspect too. 777 00:42:48,120 --> 00:42:50,920 I think that you have to step back a little bit. 778 00:42:51,280 --> 00:42:54,520 And if you're inspired by your original vision 779 00:42:55,040 --> 00:42:57,800 of helping people with special needs, 780 00:42:58,080 --> 00:43:00,120 if you can make an ecosystem for it, 781 00:43:00,240 --> 00:43:04,240 then it'll be not just interesting, but very impactful too. 782 00:43:04,800 --> 00:43:07,000 And you'll be more inspired by this 783 00:43:07,080 --> 00:43:10,600 because this was the real reason you started this business. 784 00:43:11,720 --> 00:43:13,040 So, one thing is clear. 785 00:43:13,240 --> 00:43:16,400 I don't understand the current situation of your business. 786 00:43:17,840 --> 00:43:21,880 I do however understand that you possess exceptionalism 787 00:43:22,000 --> 00:43:24,880 from the way you've handled your personal lives. 788 00:43:25,120 --> 00:43:26,120 So, I'll make you an offer. 789 00:43:26,160 --> 00:43:27,600 I'll give you exactly what you want. 790 00:43:27,680 --> 00:43:29,120 [music playing] 791 00:43:29,880 --> 00:43:32,120 Exactly what you asked for. Rs. 36 lakhs for 3% equity. 792 00:43:38,440 --> 00:43:41,920 This could actually become an incredible business opportunity. 793 00:43:42,120 --> 00:43:45,720 So, I am, you know, happy to join Anupam's offer 794 00:43:45,800 --> 00:43:48,120 or make you an individual offer on the same terms. 795 00:43:48,800 --> 00:43:52,880 But it is for a potentially big pivot 796 00:43:52,960 --> 00:43:54,600 which means you can't continue 797 00:43:54,680 --> 00:43:57,520 with your regular japa nanny business, 798 00:43:57,600 --> 00:43:59,880 because if you do, then you can't do this. 799 00:44:02,400 --> 00:44:03,840 What are your views on this? 800 00:44:04,240 --> 00:44:06,960 Sir, the suggestion that sir and ma'am gave... 801 00:44:07,120 --> 00:44:09,440 We have begun this work three months ago. 802 00:44:09,520 --> 00:44:11,880 So, will you cease the japa nanny line? 803 00:44:12,880 --> 00:44:14,360 Yes. We can, sir. 804 00:44:14,440 --> 00:44:16,480 Cease that and only continue the special child care. 805 00:44:16,480 --> 00:44:18,160 We can focus on special care. 806 00:44:19,840 --> 00:44:22,480 I think autism particularly 807 00:44:22,880 --> 00:44:24,680 is a big problem in India. 808 00:44:25,000 --> 00:44:28,400 I think you'll need to take this beyond home service eventually 809 00:44:28,640 --> 00:44:30,560 provided you want to work on it. 810 00:44:31,240 --> 00:44:32,960 Sir, to make it affordable, 811 00:44:33,040 --> 00:44:37,560 we planned to start with at least a training centre 812 00:44:38,120 --> 00:44:41,640 where we could train people online. 813 00:44:41,720 --> 00:44:44,920 If you're ready to do that business, I think there's interest. 814 00:44:45,000 --> 00:44:46,680 I'm willing to join that interest. 815 00:44:47,080 --> 00:44:48,760 If we crack this segment, 816 00:44:48,880 --> 00:44:50,280 there will be multiple ecosystems, sir. 817 00:44:50,320 --> 00:44:51,600 It's not only about nannies. 818 00:44:51,680 --> 00:44:54,760 Right from therapy centres to online therapies, 819 00:44:54,880 --> 00:44:56,400 the scope is endless. 820 00:44:56,880 --> 00:44:58,360 For every thing... 821 00:44:58,480 --> 00:45:01,640 I mean, if I propose something, you agree to it. 822 00:45:02,320 --> 00:45:04,920 If Peyush proposes something else, you agree to that too. 823 00:45:05,120 --> 00:45:06,480 Maybe because they are all... 824 00:45:06,560 --> 00:45:08,600 - They're all interconnected. - Align with your purpose. 825 00:45:08,640 --> 00:45:11,720 But we're exactly proposing something different too. 826 00:45:12,840 --> 00:45:15,120 So, I have a proposal for you. 827 00:45:15,240 --> 00:45:18,320 I think your thinking needs some more development 828 00:45:18,400 --> 00:45:22,080 as also what business problem you wish to solve going forward. 829 00:45:22,280 --> 00:45:25,240 It's important to do that before we dive in fully. 830 00:45:25,360 --> 00:45:28,560 Maybe, all five of us could do a friends and family round with you. 831 00:45:30,920 --> 00:45:34,280 Prove yourselves there, if everybody is open to it. 832 00:45:36,440 --> 00:45:38,000 After that, we'll do the next round. 833 00:45:38,160 --> 00:45:39,160 Fine, sir. 834 00:45:40,400 --> 00:45:41,400 Are you in? 835 00:45:41,640 --> 00:45:43,320 Friends and family round at the same value? 836 00:45:43,360 --> 00:45:45,400 No. We'll find out if he's in or not. 837 00:45:48,080 --> 00:45:51,520 I'm actually associated with this cause already. 838 00:45:51,600 --> 00:45:54,760 I'm sure you might know of Tamana School in Delhi 839 00:45:55,280 --> 00:45:57,280 which is run by Dr. Chona. 840 00:45:57,360 --> 00:46:01,720 So, in our own small ways, we support them every year 841 00:46:01,840 --> 00:46:03,520 personally as well as through our company. 842 00:46:03,640 --> 00:46:06,240 I will join in on whatever is decided here today. 843 00:46:08,440 --> 00:46:09,480 So, should we do this? 844 00:46:09,560 --> 00:46:11,280 - You asked for Rs. 36 lakhs. - Yes. 845 00:46:11,400 --> 00:46:14,320 Let's go for Rs. 36 lakhs for 5% equity. 1% each. 846 00:46:22,320 --> 00:46:23,640 [pensive music playing] 847 00:46:27,320 --> 00:46:28,440 [music concludes] 848 00:46:28,680 --> 00:46:30,360 Sharks, deal's done. 849 00:46:40,360 --> 00:46:43,200 I can tell you very confidently that you'll never feel guilty... 850 00:46:43,280 --> 00:46:45,600 - No, I'm pretty sure they can build this. - They're strong. 851 00:46:45,600 --> 00:46:46,600 I have no doubt. 852 00:46:47,360 --> 00:46:48,360 Good. 853 00:46:48,440 --> 00:46:49,440 Build this. 854 00:46:57,960 --> 00:47:00,000 I think when you leave a good job to pursue business, 855 00:47:00,040 --> 00:47:01,920 a lot of questions come to your mind. 856 00:47:02,120 --> 00:47:05,000 Now, I feel that in the entrepreneurial journey, 857 00:47:05,360 --> 00:47:09,160 you might have lows, but there will come a spike in your career. 858 00:47:09,320 --> 00:47:11,360 This feels like that day. 859 00:47:11,440 --> 00:47:14,840 Our lives are turning around and this is that day for us. 860 00:47:14,920 --> 00:47:17,760 Actually, we thought we were in this alone 861 00:47:17,840 --> 00:47:21,560 but now, we feel we have support and that we're not alone. 862 00:47:21,680 --> 00:47:23,640 We have the support of the Sharks. 863 00:47:23,760 --> 00:47:25,600 So, we'll be able to do this even better. 864 00:47:26,280 --> 00:47:28,000 - Hello, Rajat and Ram. - Hi. 865 00:47:28,120 --> 00:47:29,120 How was your experience? 866 00:47:29,200 --> 00:47:32,160 It was lovely. We got great insight in the Tank. 867 00:47:32,440 --> 00:47:35,160 I believe it's a once-in-a-lifetime kind of experience. 868 00:47:38,480 --> 00:47:40,080 Your business involves nannies. 869 00:47:40,160 --> 00:47:42,160 This concept didn't exist back in our time. 870 00:47:42,240 --> 00:47:45,120 On the contrary, I've been a nanny to my sister's kids for a long time. 871 00:47:45,200 --> 00:47:47,920 I was a terrible nanny. Just terrible. 872 00:47:48,000 --> 00:47:50,160 I was watching your pitch and it occurred to me 873 00:47:50,240 --> 00:47:52,160 that your kids have been 874 00:47:52,240 --> 00:47:54,160 - the inspiration for your start-up. - Yes. 875 00:47:54,280 --> 00:47:56,200 I thought of getting them some gifts. 876 00:47:56,280 --> 00:47:59,000 I went on Swiggy Instamart and ordered toy guns, 877 00:47:59,120 --> 00:48:00,720 toy trucks and chocolates for them. 878 00:48:00,800 --> 00:48:02,160 Look, it arrived in ten minutes. 879 00:48:03,200 --> 00:48:04,320 Thank you. Here you go, sir. 880 00:48:04,400 --> 00:48:05,480 - Thank you for the gift. - Thank you. 881 00:48:05,520 --> 00:48:06,360 [chuckles] 882 00:48:06,480 --> 00:48:08,160 Friends, if you need something too, 883 00:48:08,240 --> 00:48:10,520 go on Swiggy Instamart and order what you want. 884 00:48:10,600 --> 00:48:13,080 They've got everything. Delivery in ten minutes. Order now. 885 00:48:25,920 --> 00:48:27,200 [theme music playing] 886 00:48:47,640 --> 00:48:49,440 [theme music concludes] 887 00:48:50,040 --> 00:48:51,040 Hello, Sharks. 888 00:48:51,320 --> 00:48:54,520 Before we start the pitch, I will show you a picture 889 00:48:54,720 --> 00:48:58,040 and you will tell us what you noticed. 890 00:48:58,280 --> 00:48:59,400 So ready, Sharks? 891 00:48:59,600 --> 00:49:00,960 [whimsical music playing] 892 00:49:02,560 --> 00:49:03,400 [laughs] 893 00:49:03,480 --> 00:49:04,520 He's missing an eyebrow. 894 00:49:06,640 --> 00:49:08,640 Sharks, what was the first thing you noticed? 895 00:49:08,720 --> 00:49:09,720 The tooth. 896 00:49:09,800 --> 00:49:10,640 The tooth. 897 00:49:10,720 --> 00:49:14,040 I observed someone said an eyebrow was missing too. 898 00:49:14,400 --> 00:49:16,320 That is why you're Sharks. 899 00:49:16,440 --> 00:49:18,240 You have an eye for detail 900 00:49:18,400 --> 00:49:22,080 but when I or anyone else sees this picture, 901 00:49:22,200 --> 00:49:25,680 the first thing we notice is the missing tooth, right? 902 00:49:25,760 --> 00:49:27,760 A smile is so important to us! 903 00:49:29,120 --> 00:49:30,320 Someone rightly said, 904 00:49:30,400 --> 00:49:33,640 "The first thing a person notices in you is your smile." 905 00:49:33,920 --> 00:49:37,040 A smile not only adds to your outer beauty 906 00:49:37,120 --> 00:49:39,000 but also emboldens your personality 907 00:49:39,280 --> 00:49:41,360 and boosts your confidence. 908 00:49:41,440 --> 00:49:44,920 But does everyone have a perfect smile naturally? 909 00:49:45,360 --> 00:49:46,200 No, right? 910 00:49:46,320 --> 00:49:47,320 I do. 911 00:49:47,360 --> 00:49:49,600 People have many dental issues, 912 00:49:49,720 --> 00:49:51,800 for instance, the yellowing of teeth, 913 00:49:51,960 --> 00:49:54,000 tooth discolouration, cracked teeth 914 00:49:54,120 --> 00:49:55,960 and gaps between the teeth. 915 00:49:56,040 --> 00:49:59,520 And these problems make people feel very awkward, 916 00:49:59,680 --> 00:50:02,200 uncomfortable and conscious 917 00:50:02,320 --> 00:50:05,000 - when they speak to others or smile. - Yes. 918 00:50:05,160 --> 00:50:08,680 Although the treatments for these are available in the market, 919 00:50:08,880 --> 00:50:10,520 they are normally painful, 920 00:50:10,600 --> 00:50:12,840 expensive and time-consuming. 921 00:50:14,240 --> 00:50:16,200 So, an instant, painless 922 00:50:16,280 --> 00:50:18,360 and affordable solution to this problem 923 00:50:18,480 --> 00:50:19,600 is DreamSmile Veneers. 924 00:50:28,440 --> 00:50:32,080 DreamSmile Veneers cover the imperfections in your teeth 925 00:50:32,200 --> 00:50:34,360 and give you a perfect smile, 926 00:50:34,520 --> 00:50:35,960 as you can see. 927 00:50:37,440 --> 00:50:39,080 - Oh, wow. Nice. - Wow! 928 00:50:39,240 --> 00:50:40,760 - Oh, my! - Dramatic! 929 00:50:59,200 --> 00:51:01,360 ...our veneers cost almost one-tenth the price. 930 00:51:01,480 --> 00:51:03,600 And in our eight-month journey, 931 00:51:03,720 --> 00:51:07,760 we've given over 150 customers their dream smile. 932 00:51:07,840 --> 00:51:09,320 This is just the beginning. 933 00:51:09,520 --> 00:51:13,800 The dental cosmetic care market in India is about Rs. 9,000 crores. 934 00:51:17,240 --> 00:51:20,160 So, our ask is a ton of smiles 935 00:51:20,280 --> 00:51:23,520 and Rs. 80 lakhs in exchange for 6% equity in our company. 936 00:51:28,520 --> 00:51:29,360 And you? 937 00:51:29,520 --> 00:51:30,720 [Anupam laughs] 938 00:51:42,000 --> 00:51:43,280 - Is this a sample? - Right! 939 00:51:43,360 --> 00:51:44,960 You took our measurements the other day. 940 00:51:48,360 --> 00:51:50,360 - Anupam, this one's customised for you. - Yes? 941 00:51:51,160 --> 00:51:52,520 [music playing] 942 00:51:55,960 --> 00:51:57,720 Last time, someone came to us 943 00:51:57,800 --> 00:51:59,520 - to take measurements of our teeth. - Right. 944 00:51:59,520 --> 00:52:00,800 When I wore it, 945 00:52:01,160 --> 00:52:02,880 it had something like a crayon 946 00:52:02,960 --> 00:52:04,360 and it was going till here. 947 00:52:04,520 --> 00:52:05,560 It's not easy to put it on. 948 00:52:05,600 --> 00:52:06,800 - No, I got it done too. - You... 949 00:52:07,160 --> 00:52:08,200 It is very simple. 950 00:52:08,280 --> 00:52:10,520 A four-year-old could do it easily. 951 00:52:10,600 --> 00:52:11,880 Some people are challenged. 952 00:52:11,960 --> 00:52:12,840 - That's different. - [laughs] 953 00:52:12,960 --> 00:52:14,480 But generally it's really simple. 954 00:52:14,560 --> 00:52:16,280 - You're used to it. - It took five minutes. 955 00:52:16,360 --> 00:52:18,560 - Are you used to wearing dentures? - [Anupam laughs] 956 00:52:20,080 --> 00:52:22,000 - Anupam, wear it. Yours are customised. - Yes. 957 00:52:22,080 --> 00:52:23,680 - We'll see yours. - This is customised. 958 00:52:23,760 --> 00:52:24,600 Yes. 959 00:52:24,760 --> 00:52:26,080 Which colour did you pick? 960 00:52:26,200 --> 00:52:28,000 Milky white and natural white. 961 00:52:28,080 --> 00:52:29,400 Why not Hollywood white? 962 00:52:30,160 --> 00:52:32,040 Hollywood white won't match your skin tone. 963 00:52:32,120 --> 00:52:33,600 Nor your personality. 964 00:52:33,680 --> 00:52:35,080 Because it's too white. 965 00:52:36,200 --> 00:52:37,480 - I have two. - Yes. 966 00:52:37,560 --> 00:52:38,960 What is this? The yellowish one? 967 00:52:39,040 --> 00:52:42,000 Yes, that's natural white and the other one is milky white. 968 00:52:43,960 --> 00:52:44,960 Can I try these on? 969 00:52:45,000 --> 00:52:46,000 Yes, please. 970 00:52:50,200 --> 00:52:51,760 - Show me. Show. - Wow! Show! 971 00:52:51,920 --> 00:52:54,760 - "Raju, what pearly white teeth!" - Oh, wow! 972 00:52:54,880 --> 00:52:56,160 [all laugh] 973 00:52:56,360 --> 00:52:57,760 - Show me! - Show! 974 00:52:58,320 --> 00:53:00,040 Is this your first trial? 975 00:53:00,120 --> 00:53:02,040 - Did you try them before? - No. 976 00:53:02,160 --> 00:53:03,640 - It's awesome. - It's hard to guess. 977 00:53:03,760 --> 00:53:05,320 - It's great. Show me. - Are they loose? 978 00:53:05,400 --> 00:53:08,200 - Does it feel weird or is it fine? Do you feel anything? - It's fine. 979 00:53:08,880 --> 00:53:10,280 It looks good. 980 00:53:10,520 --> 00:53:11,800 [light-hearted music playing] 981 00:53:16,720 --> 00:53:19,720 Show me this. Natural white looks better on you. 982 00:53:19,800 --> 00:53:20,800 Show me. 983 00:53:20,840 --> 00:53:22,240 - It looks great. - Really? 984 00:53:22,360 --> 00:53:24,720 Talk to me. Say any sentence. 985 00:53:24,960 --> 00:53:26,200 Betty had a bitter butter... 986 00:53:26,360 --> 00:53:27,400 Betty had a bitter butter 987 00:53:27,480 --> 00:53:28,880 but the butter was... Betty had was bitter. 988 00:53:28,920 --> 00:53:30,840 So, Betty had some more butter to make the bitter butter better. 989 00:53:30,880 --> 00:53:32,400 Well done! 990 00:53:32,640 --> 00:53:34,440 - Make him your ambassador! - [laughs] 991 00:53:34,520 --> 00:53:35,800 [whimsical music playing] 992 00:53:37,960 --> 00:53:39,280 Hypothetical situation. 993 00:53:40,040 --> 00:53:42,880 - You're a young bachelor. - Right. 994 00:53:42,920 --> 00:53:45,520 You get a date after a lot of effort. 995 00:53:45,880 --> 00:53:47,920 You put on your best teeth. 996 00:53:48,480 --> 00:53:50,760 You make a plan to go out for a meal. 997 00:53:51,560 --> 00:53:53,000 How do you have dinner? 998 00:53:53,080 --> 00:53:54,960 Do you take off the tooth cover? What do you do? 999 00:53:55,680 --> 00:53:57,560 You can have normal food. 1000 00:53:57,640 --> 00:54:00,080 - At the most, you can have soft food... - Yes. 1001 00:54:05,880 --> 00:54:07,480 I'm wearing it, bro! 1002 00:54:07,560 --> 00:54:09,280 The material is highly flexible. 1003 00:54:09,560 --> 00:54:11,520 So, you can wear that 1004 00:54:11,600 --> 00:54:14,760 and have soft food including roti and vegetables. 1005 00:54:14,840 --> 00:54:16,200 Our customers have tried it. 1006 00:54:16,320 --> 00:54:19,720 In fact, Samir made a veneer for himself and tried it out too. 1007 00:54:20,360 --> 00:54:21,520 These come in variants too. 1008 00:54:21,600 --> 00:54:24,120 For instance, we even have 0.5 mm. 1009 00:54:24,400 --> 00:54:27,440 - We've made it for those with missing teeth. - Wow. 1010 00:54:27,520 --> 00:54:29,400 - Okay. - That is thinner than what we made for you. 1011 00:54:29,440 --> 00:54:32,280 This is called a cap, traditionally. 1012 00:54:32,360 --> 00:54:34,240 Caps have always been around in dentistry. 1013 00:54:34,360 --> 00:54:37,800 Then why is this product coming out in the market now? 1014 00:54:37,880 --> 00:54:40,480 I'm assuming something like this would have already been around. 1015 00:54:40,920 --> 00:54:42,000 For a traditional cap, 1016 00:54:42,080 --> 00:54:45,280 - we've to trim the tooth and file it. - Hmm. 1017 00:54:45,400 --> 00:54:46,760 Administer injections. 1018 00:54:46,840 --> 00:54:48,480 Whereas this requires you to do nothing. 1019 00:54:48,600 --> 00:54:51,560 It fits on any tooth regardless of its structure. 1020 00:55:05,000 --> 00:55:06,560 ...for example in Tier 1 and 2 cities, 1021 00:55:06,680 --> 00:55:10,000 our scan experts make a home visit and scan their teeth. 1022 00:55:10,720 --> 00:55:12,080 Where we can't reach them, 1023 00:55:12,160 --> 00:55:15,000 we send them a DIY impression kit 1024 00:55:15,080 --> 00:55:17,120 and guide them on a video call. 1025 00:55:17,280 --> 00:55:18,800 It hardly takes ten minutes. 1026 00:55:18,880 --> 00:55:20,920 Next, we design the smile. 1027 00:55:21,000 --> 00:55:22,280 Whatever their issues might be... 1028 00:55:35,600 --> 00:55:37,200 ...using a CAD/CAM or milling machine. 1029 00:55:37,280 --> 00:55:38,600 Oh, milling machines! 1030 00:55:42,400 --> 00:55:45,520 If you want to know in hours, then it barely takes three hours. 1031 00:55:45,600 --> 00:55:48,040 What is the making cost and your selling price? 1032 00:55:57,400 --> 00:56:00,160 Is this something people are wearing outside? 1033 00:56:00,240 --> 00:56:02,520 Is this coming into the limelight? 1034 00:56:02,600 --> 00:56:03,400 Yes. 1035 00:56:03,560 --> 00:56:06,200 I used to follow a dental-related page on Instagram 1036 00:56:06,280 --> 00:56:07,640 in which I saw the video. 1037 00:56:07,720 --> 00:56:10,040 It's an American company called Pop On Veneers 1038 00:56:10,120 --> 00:56:11,000 that makes these veneers. 1039 00:56:11,080 --> 00:56:13,400 This concept is quite famous in the US. 1040 00:56:13,480 --> 00:56:16,200 I wondered if anyone in India was doing it 1041 00:56:16,320 --> 00:56:19,440 and to my surprise, I noticed no one in India was doing it. 1042 00:56:20,040 --> 00:56:21,520 I took the initiative, 1043 00:56:21,600 --> 00:56:23,880 did the research and development on it. 1044 00:56:23,960 --> 00:56:26,440 What are the products and machinery used? 1045 00:56:26,560 --> 00:56:27,840 Is the material biocompatible? 1046 00:56:27,920 --> 00:56:30,440 I checked the aesthetics based on their customer reviews. 1047 00:56:30,640 --> 00:56:33,000 And in two months, I invested around Rs. 10 lakhs 1048 00:56:33,080 --> 00:56:35,360 and imported the machinery and raw materials. 1049 00:56:35,920 --> 00:56:39,600 Then I made veneers for myself and ten customers at the clinic. 1050 00:56:39,800 --> 00:56:43,480 I let them use it for four months before launching it in the market. 1051 00:56:44,000 --> 00:56:46,920 I launched it in the market in November 2023. 1052 00:56:55,680 --> 00:56:57,000 ...to record their feedback 1053 00:56:57,080 --> 00:56:58,960 and see how it looked on them aesthetically 1054 00:56:59,080 --> 00:57:01,160 so we could make the product even better. 1055 00:57:01,360 --> 00:57:03,720 Are there many players or just one company in the US? 1056 00:57:03,800 --> 00:57:04,920 There are many players. 1057 00:57:05,160 --> 00:57:07,000 Let me tell you about Pop On Veneers. 1058 00:57:07,080 --> 00:57:08,680 Their revenues in four years 1059 00:57:08,760 --> 00:57:10,800 have been around Rs. 85 to 90 crores. 1060 00:57:10,880 --> 00:57:13,840 - Rs. 85 to 90 crores is not a high revenue in the US. - Too low. 1061 00:57:13,920 --> 00:57:15,600 If we translate it to India, 1062 00:57:15,680 --> 00:57:19,120 - one-tenth, that's a Rs. 9-crore revenue over a long period. - Yes. 1063 00:57:19,200 --> 00:57:22,720 - Peyush... - Which means there hasn't been a wide adoption of this. 1064 00:57:23,520 --> 00:57:26,200 You've listed crooked teeth and other teeth-related conditions. 1065 00:57:26,320 --> 00:57:29,400 Which out of these can you do and dentists cannot? 1066 00:57:29,480 --> 00:57:30,800 Aman, these are the problems. 1067 00:57:30,880 --> 00:57:32,560 They all have different criteria. 1068 00:57:32,760 --> 00:57:35,200 For example, if someone has a missing tooth 1069 00:57:35,520 --> 00:57:39,280 and they suffer from health conditions such as diabetes, 1070 00:57:39,360 --> 00:57:40,600 they can't go for implants. 1071 00:57:40,760 --> 00:57:43,720 - So, that's one market segment for your product. - Yes. 1072 00:57:43,800 --> 00:57:44,880 Correct? Second. 1073 00:57:45,040 --> 00:57:47,440 For those with missing teeth, say teeth gaps, 1074 00:57:47,560 --> 00:57:48,920 after a certain age, 1075 00:57:49,000 --> 00:57:50,960 - bone remodeling gets very difficult. - Okay. 1076 00:57:51,040 --> 00:57:54,200 I got it. There are a lot of these things that people can get done, 1077 00:57:54,280 --> 00:57:58,000 - but many that only you can help them with. - Yes, right. 1078 00:57:58,080 --> 00:58:00,440 You sell smiles for a living but don't smile yourself! 1079 00:58:01,280 --> 00:58:04,320 - We've been waiting for you to smile. - Yes. 1080 00:58:04,480 --> 00:58:06,240 Smile a little. Where's the energy? 1081 00:58:06,960 --> 00:58:10,120 Okay, we're just assuming what the target market is. 1082 00:58:13,960 --> 00:58:16,320 - It can be used for multiple purposes. - "It can be." 1083 00:58:16,400 --> 00:58:17,840 - Forget what it can be. - Okay. 1084 00:58:17,920 --> 00:58:18,800 I got that. 1085 00:58:18,960 --> 00:58:21,840 You have 150 customers, right? 1086 00:58:22,240 --> 00:58:25,400 - Primarily, what was the customer profile? - Right. 1087 00:58:25,520 --> 00:58:26,880 So, Anupam, 1088 00:58:26,960 --> 00:58:30,800 let me define our USP for you. 1089 00:58:30,880 --> 00:58:32,400 It'll be easier for you. 1090 00:58:33,200 --> 00:58:35,280 Firstly, the people who can't afford it. 1091 00:58:35,920 --> 00:58:37,320 Second, it is very instant. 1092 00:58:37,400 --> 00:58:40,480 - Sir! You're on the wrong track. - Okay. 1093 00:58:40,560 --> 00:58:42,520 - I'm not asking you those questions. - Okay. 1094 00:58:42,880 --> 00:58:44,960 I'm trying to ask you this. 1095 00:58:45,160 --> 00:58:48,240 The average person is not going to use this. 1096 00:58:48,680 --> 00:58:50,040 There is somebody who's trying to... 1097 00:58:50,080 --> 00:58:52,160 - Either the teeth are very damaged. - Hmm. 1098 00:58:52,280 --> 00:58:53,720 - Right. - He has no solution. 1099 00:58:53,840 --> 00:58:55,320 Second, like Aman said, 1100 00:58:55,560 --> 00:58:57,760 he has health problems and can't undergo any treatments. 1101 00:58:57,840 --> 00:59:02,040 The third could be influencers and actors in the glam industry. 1102 00:59:02,120 --> 00:59:05,440 Have you so far got an ideal customer profile? 1103 00:59:06,040 --> 00:59:07,480 - Yes. - Do you follow? 1104 00:59:07,640 --> 00:59:08,640 - Right. - No. 1105 00:59:08,800 --> 00:59:10,680 - No... - We got it. 1106 00:59:11,120 --> 00:59:11,960 You got it. 1107 00:59:12,080 --> 00:59:14,120 Are you here to get it, 1108 00:59:14,320 --> 00:59:16,920 here for the funding or to help us understand things? 1109 00:59:18,280 --> 00:59:19,560 Well, at least they're smiling. 1110 00:59:20,000 --> 00:59:21,880 Let me give you a good example. 1111 00:59:21,960 --> 00:59:25,280 We have a lot of customers who are getting married in a month 1112 00:59:25,440 --> 00:59:27,400 and want a quick fix. 1113 00:59:27,520 --> 00:59:30,080 - So, occasion wear when you want to look good. - Yes, occasion wear. 1114 00:59:30,120 --> 00:59:31,480 Wedding is a great point. 1115 00:59:31,560 --> 00:59:34,480 - When the boy and girl meet, they wear the veneers. - Right. 1116 00:59:34,560 --> 00:59:36,480 - And they take them off after marriage. - Right. 1117 00:59:36,760 --> 00:59:38,120 [Sharks laugh] 1118 00:59:38,240 --> 00:59:39,400 He's saying yes! 1119 00:59:39,520 --> 00:59:40,600 [solemn music playing] 1120 00:59:42,200 --> 00:59:43,440 This product... 1121 00:59:43,920 --> 00:59:46,400 Is this proprietary 1122 00:59:46,480 --> 00:59:48,000 or can anyone copy it? 1123 00:59:48,080 --> 00:59:50,080 We don't have a patent yet. 1124 00:59:50,160 --> 00:59:52,520 Gradually, people will figure it out. 1125 00:59:57,840 --> 01:00:00,480 If you thought the market was big and people would buy it, 1126 01:00:00,560 --> 01:00:03,000 why did you two doctors jump into category creation 1127 01:00:03,080 --> 01:00:04,880 when you had no idea of the market? 1128 01:00:10,880 --> 01:00:14,640 Aman, when you launch a new product into the market, 1129 01:00:14,720 --> 01:00:16,720 there are many factors you need to check. 1130 01:00:16,800 --> 01:00:18,840 So, we applied a strategic road plan 1131 01:00:18,920 --> 01:00:21,240 rather than penetrating the market directly. 1132 01:00:21,400 --> 01:00:23,000 We've learned a lot 1133 01:00:23,080 --> 01:00:25,680 and also refined our product in these eight months. 1134 01:00:26,080 --> 01:00:28,880 and I've run marketing ads myself. 1135 01:00:29,000 --> 01:00:31,320 I learned marketing, Meta ads myself 1136 01:00:31,480 --> 01:00:32,760 - and... - What did you learn? 1137 01:00:32,840 --> 01:00:34,200 How to make ads, 1138 01:00:34,560 --> 01:00:37,880 how to run Meta ads according to the demographics, 1139 01:00:37,960 --> 01:00:42,080 the country as well as the cities where we wish to expand to. 1140 01:00:42,160 --> 01:00:43,440 So, we learned all this 1141 01:00:43,520 --> 01:00:46,240 and now, we are ready to go to the market to scale it. 1142 01:00:47,360 --> 01:00:48,880 Why is this so expensive? 1143 01:00:49,400 --> 01:00:51,600 Your making cost is Rs. 5,000. 1144 01:00:52,280 --> 01:00:53,600 What does that entail? 1145 01:00:53,680 --> 01:00:55,440 I'll give you a break up of the Rs. 5,000. 1146 01:00:55,520 --> 01:00:58,200 20% of it is our raw material cost. 1147 01:00:58,360 --> 01:01:00,880 5.3% of it is our designing cost. 1148 01:01:00,960 --> 01:01:05,160 3.3% is the 3D printing cost, that's the model which is printed. 1149 01:01:05,320 --> 01:01:07,200 Our packaging cost is 2.3%. 1150 01:01:07,280 --> 01:01:09,320 As you can see, we are giving a good case. 1151 01:01:09,440 --> 01:01:12,640 And 2.1% is our courier charge. 1152 01:01:12,760 --> 01:01:15,320 We are keeping a profit margin because... 1153 01:01:15,400 --> 01:01:17,560 I guess this hasn't totalled to 100. 1154 01:01:17,640 --> 01:01:19,440 - I didn't add it up but... - No, it didn't. 1155 01:01:19,600 --> 01:01:22,040 I gave you my COGS, a break up of Rs. 5,000. 1156 01:01:22,120 --> 01:01:24,400 He's saying on revenue, not on COGS. 1157 01:01:25,000 --> 01:01:26,400 What's the life of this product? 1158 01:01:26,920 --> 01:01:27,800 5 to 7 years. 1159 01:01:27,880 --> 01:01:30,480 - Suppose I wear this for 365 days. - Okay. 1160 01:01:30,920 --> 01:01:32,520 It wouldn't last me 5 to 7 years. 1161 01:01:32,600 --> 01:01:33,920 You can wear it for 3 to 4 years. 1162 01:01:40,400 --> 01:01:41,640 It happened to my friend too. 1163 01:01:41,720 --> 01:01:43,760 He got into a fight with someone in Delhi. 1164 01:01:44,120 --> 01:01:46,600 - The other guy punched him and broke this tooth. - Right. 1165 01:01:46,720 --> 01:01:49,040 Everyone used to make fun of him. 1166 01:01:49,120 --> 01:01:51,200 "One tooth is broken. We'll break the rest too." 1167 01:01:51,280 --> 01:01:54,960 Then he spent a few years, got a new tooth and he was fine. 1168 01:01:55,040 --> 01:01:57,160 He regained his confidence, right? 1169 01:01:57,240 --> 01:01:58,560 I feel there's a need. 1170 01:01:59,400 --> 01:02:00,400 But... 1171 01:02:01,240 --> 01:02:04,640 Unfortunately, I don't feel this is currently a big category. 1172 01:02:05,480 --> 01:02:07,080 The market size is too small 1173 01:02:07,160 --> 01:02:10,840 and unfortunately, I won't be able to join you. Hence, I'm out. 1174 01:02:11,120 --> 01:02:12,120 - Okay. - Thank you. 1175 01:02:12,240 --> 01:02:15,360 Is there a way to crash the price? 1176 01:02:15,800 --> 01:02:18,000 Can this be sold at Rs. 1,000 or 1,500? 1177 01:02:18,080 --> 01:02:19,120 Not Rs. 15,000. 1178 01:02:19,680 --> 01:02:20,680 Not that low, 1179 01:02:20,720 --> 01:02:23,080 but we can definitely work something out 1180 01:02:23,160 --> 01:02:25,920 once everything is in-house. 1181 01:02:26,000 --> 01:02:28,040 - Then we can... - So, it's not in-house now. 1182 01:02:28,440 --> 01:02:30,120 Our manufacturing is in-house, 1183 01:02:34,680 --> 01:02:35,680 It's just 5%, 1184 01:02:35,720 --> 01:02:37,280 - won't make a difference. - 3D print model. 1185 01:02:37,280 --> 01:02:39,320 We also spend on the 3D print model. 1186 01:02:39,400 --> 01:02:40,640 You could bring it down by Rs. 400. 1187 01:02:40,680 --> 01:02:42,920 I don't think you need such fancy packaging. 1188 01:02:43,240 --> 01:02:47,600 I believe in this Instagram generation, 1189 01:02:47,680 --> 01:02:49,840 instant solutions are really taking off. 1190 01:02:50,160 --> 01:02:52,440 This product fits perfectly with the theme, 1191 01:02:52,600 --> 01:02:56,320 but I feel this product will not sell at this price point. 1192 01:03:04,520 --> 01:03:06,280 This market is going to exist. 1193 01:03:06,600 --> 01:03:08,320 There's no two ways about it. 1194 01:03:08,400 --> 01:03:11,360 And your pricing also isn't a problem. 1195 01:03:11,440 --> 01:03:13,000 Because in any market, 1196 01:03:13,440 --> 01:03:16,360 generally, in the absence of competition, 1197 01:03:16,440 --> 01:03:18,320 you start with a skimming strategy. 1198 01:03:24,320 --> 01:03:26,000 You lack the instinct. 1199 01:03:26,360 --> 01:03:29,400 When I look at your logo, DreamSmile Veneers, 1200 01:03:29,520 --> 01:03:31,360 the biggest word there is "smile". 1201 01:03:33,080 --> 01:03:34,560 Who'd understand veneers? 1202 01:03:34,680 --> 01:03:36,480 When you're trying to create a category, 1203 01:03:36,640 --> 01:03:37,760 why are you selling veneers? 1204 01:03:37,800 --> 01:03:39,320 Anupam, both the logos are different. 1205 01:03:40,840 --> 01:03:42,480 - Both are different. - The fonts too. 1206 01:03:42,560 --> 01:03:43,960 - Your fonts don't match either. - All four. 1207 01:03:44,000 --> 01:03:45,280 The same goes for your logos. 1208 01:03:45,480 --> 01:03:48,760 You completely lack the instincts for marketing and branding. 1209 01:03:48,920 --> 01:03:50,360 Why don't you change the name to... 1210 01:03:50,440 --> 01:03:51,320 Here's my input. 1211 01:03:51,400 --> 01:03:53,320 "Insta Smile Within 24 Hours." 1212 01:03:53,600 --> 01:03:55,160 For example, right? 1213 01:03:55,240 --> 01:03:58,760 The proposition ought to be obvious 1214 01:03:58,960 --> 01:04:00,640 when you create a new category, 1215 01:04:00,760 --> 01:04:03,000 but I don't see that instinct in you. 1216 01:04:03,240 --> 01:04:05,520 For that reason, I am out. 1217 01:04:10,920 --> 01:04:15,080 You can learn a lot about your product market fit from them 1218 01:04:15,160 --> 01:04:17,360 - if you ask better questions. - Right. 1219 01:04:17,640 --> 01:04:19,800 Bring in consumer insight expertise 1220 01:04:19,880 --> 01:04:21,160 and then raise funds. 1221 01:04:21,280 --> 01:04:24,040 Otherwise, your equity will get unnecessarily diluted. 1222 01:04:24,120 --> 01:04:25,120 I'm out today. 1223 01:04:26,760 --> 01:04:31,440 Your competition is with speed and innovation, not the category. 1224 01:04:32,280 --> 01:04:34,320 Take feedback and use technology. 1225 01:04:34,440 --> 01:04:38,240 Otherwise, time will pass, and 50 others will make it. 1226 01:04:38,280 --> 01:04:40,440 I'm out for now, but best of luck. 1227 01:04:40,600 --> 01:04:42,280 - Would you be willing to give - Now it's done. 1228 01:04:42,320 --> 01:04:44,480 Sixty per cent for a crore? 1229 01:04:46,000 --> 01:04:47,240 You're thinking again. 1230 01:04:47,360 --> 01:04:48,720 Sixty per cent? No, sir. 1231 01:04:48,840 --> 01:04:49,920 No? Okay. 1232 01:04:50,000 --> 01:04:51,360 Well, at least you smiled. 1233 01:04:51,480 --> 01:04:52,800 Alright, thank you. 1234 01:04:52,880 --> 01:04:54,080 - Best of luck. - Bye. Thank you. 1235 01:04:54,120 --> 01:04:56,240 Best of luck. Thank you. 1236 01:04:57,720 --> 01:04:59,840 There's nothing to worry about because 1237 01:04:59,960 --> 01:05:03,760 feedback is always positive, and we're not an established business. 1238 01:05:03,840 --> 01:05:06,960 So, we will receive many more feedbacks. 1239 01:05:07,080 --> 01:05:08,960 Like Anupam said today, 1240 01:05:09,040 --> 01:05:11,520 we were quite happy 1241 01:05:11,640 --> 01:05:16,160 that he saw value in giving us feedback 1242 01:05:16,240 --> 01:05:19,000 to help us. We felt good. 1243 01:05:19,240 --> 01:05:21,040 In fact, we got more confident. 1244 01:05:22,960 --> 01:05:25,560 [bright music] 1245 01:05:29,160 --> 01:05:32,400 Welcome to Acko Change Makers, where we truly welcome change. 1246 01:05:32,640 --> 01:05:36,880 And we saw a beautiful portrayal of this on our Change Maker Wall. 1247 01:05:37,280 --> 01:05:39,080 Through modern advancements 1248 01:05:39,160 --> 01:05:41,920 and smart techniques, we are empowering change 1249 01:05:42,000 --> 01:05:43,720 in deep-rooted cultural practices. 1250 01:05:44,080 --> 01:05:47,480 And today's change-makers are Dr Samir and Dr Amit. 1251 01:05:47,720 --> 01:05:49,120 - Welcome, friends. - Hello. 1252 01:05:51,600 --> 01:05:52,600 Ten out of 10. 1253 01:05:52,720 --> 01:05:54,600 - Right? You will receive your payment. - Yes. 1254 01:05:54,800 --> 01:05:55,560 Thank you. 1255 01:05:55,640 --> 01:05:58,440 But genuinely, you are doing great work and bringing change. 1256 01:05:58,520 --> 01:06:00,400 For our Shark Tank audience, 1257 01:06:00,480 --> 01:06:03,160 we want to ask what changes they can make in their daily life 1258 01:06:03,240 --> 01:06:06,360 to improve their dental practices. 1259 01:06:06,440 --> 01:06:09,120 The most basic thing is to brush twice a day. 1260 01:06:09,200 --> 01:06:10,640 Clean your tongue. 1261 01:06:10,760 --> 01:06:14,040 Oil pulling can also be inculcated into daily routines. 1262 01:06:14,200 --> 01:06:18,080 Additionally, visit the dentist every six months for a cleaning 1263 01:06:18,160 --> 01:06:19,680 and routine check-up 1264 01:06:19,760 --> 01:06:22,280 so that the dentist can detect and inform you 1265 01:06:22,400 --> 01:06:26,440 if there are any dental issues or minor cavities. 1266 01:06:26,560 --> 01:06:28,680 You are bringing a great change, 1267 01:06:28,800 --> 01:06:31,760 just like Acko is transforming the insurance landscape 1268 01:06:31,880 --> 01:06:33,880 with revolutionary offerings. 1269 01:06:34,000 --> 01:06:36,520 Don't delay and take advantage of Acko's health insurance benefits 1270 01:06:36,560 --> 01:06:38,280 like 100 per cent bill payments 1271 01:06:38,360 --> 01:06:39,880 and zero waiting period. 1272 01:06:40,000 --> 01:06:42,080 The sooner you take insurance, 1273 01:06:42,160 --> 01:06:45,080 the lower your premium and the higher your health cover. 1274 01:06:45,160 --> 01:06:47,640 - We appreciate your change. - Thank you. 1275 01:06:47,720 --> 01:06:49,880 And for your time on Shark Tank, 1276 01:06:49,960 --> 01:06:52,480 we, along with Acko, want to give you a gift. 1277 01:06:55,200 --> 01:06:56,360 [clicking sound] 1278 01:06:57,920 --> 01:07:01,040 I know you all very well. 1279 01:07:01,480 --> 01:07:03,360 Sitting at home, giving real-time feedback, 1280 01:07:03,520 --> 01:07:05,920 'This shot should have been played like this in cricket.' 1281 01:07:06,000 --> 01:07:07,760 'The bat should have been swung like this.' 1282 01:07:07,840 --> 01:07:10,120 'The sharks should have invested in this instead of that.' 1283 01:07:10,160 --> 01:07:12,320 If you have the courage, do it yourself in real-time. 1284 01:07:22,640 --> 01:07:25,120 Hurry to the Lenskart app or lenskart.com. 1285 01:07:29,440 --> 01:07:30,960 Hello and welcome to Ask the Shark. 1286 01:07:35,760 --> 01:07:36,760 She's just running. 1287 01:07:36,880 --> 01:07:40,400 With us is the co-founder and CEO of SUGAR Cosmetics, Vineeta Singh. 1288 01:07:40,640 --> 01:07:41,240 Hi. 1289 01:07:41,360 --> 01:07:43,920 Today's question is from Prajakta Kochar from Ratlam. 1290 01:07:44,000 --> 01:07:45,000 She is 32 years old. 1291 01:07:56,400 --> 01:07:58,960 When we invest in such companies on Shark Tank, 1292 01:07:59,040 --> 01:08:01,840 we usually take a very minority stake. 1293 01:08:05,400 --> 01:08:08,480 ...not just one, but three, four, or even five big companies can coexist. 1294 01:08:08,560 --> 01:08:13,120 That's why I don't hesitate to invest in a competing company. 1295 01:08:13,200 --> 01:08:14,840 I assess it quite fairly. 1296 01:08:14,960 --> 01:08:18,280 But as we saw in the last season, when a face-off deal happens, 1297 01:08:18,400 --> 01:08:21,400 where two companies from the same category come together, 1298 01:08:21,560 --> 01:08:24,840 we get to evaluate them thoroughly. 1299 01:08:24,920 --> 01:08:27,440 So, when such a company appears on Shark Tank 1300 01:08:27,520 --> 01:08:29,560 where I already have an investment... 1301 01:09:06,320 --> 01:09:08,160 Absolutely. Thank you so much for the answer. 1302 01:09:08,240 --> 01:09:11,000 See you in the next Ask the Shark with a new question and a new shark.